You’re tired. You’re alone on the empty elevator. Leaning against the back wall, you cross your ankles to get comfortable, looking down at the ground.
- What are you going to do when your fist stop picks up two strangers?
- Two more stops fill the elevator with five more strangers. What are they all doing when the doors close?
- What is impossible to do when you walk onto an elevator with passengers?
- You will uncross your feet, keep you head up for the entire ride, and move so that all three of you are equidistant from each other.
- Assuming they’re all strangers, all will be facing forward looking at the indicator showing which floor is next.
- When talking with a friend you’re comfortable with, you’ll tilt your head. But when getting onto an elevator full of strangers, it is impossible to tilt your head.
“Why should I do business with you?”
“Because of our reputation. Best value for the money. Established brand. Truly believe in customer service. Our staff is the best.”
If these are your answers, then yes, you do look like every other company. Yes, you will lose the sale. If your competitors can (and they will) say the same thing, then you’re just whistlin’ Dixie.
When you’re asked that question, your first response should be, “What do you need to know to make a good decision?” They’re not looking to buy your product. They’re looking for how to make the right decision. They know. You don’t. Find out.
Posted in Sales, Sales Management, Small Business
- Tagged customer management, customer service, decision making, education, elevator speech, entrepreneur, presentations, sales interview, sales training