QUICK HIT SALES TIPS
Sellers often think that you give an Elevator Pitch once, at the start of the sales process, and then never again.
Nothing could be further from the truth.
The G.O.L.D. Elevator Pitch Process is a training program designed to be applied throughout the entirety of the sales process. This program trains sellers to know how to better engage in their value added messaging to clients.
G = Greeting:
Who you are as a company, person, or product. This tells people what you do so they have context and so you have relevancy/value to them.
O = Overcoming ambiguity:
This is where the seller provides validation for who you are and what you provide with 1-2 bragging points or credibility statements.
L = Link to need:
This is where the seller has learned to provide relevant examples they see from similar companies, personas and vertical markets. Sellers are taught to stress the pain with emotion words like struggle, frustrated, concerned, overwhelmed, worried, & afraid.
D = Definitive next steps:
This is where the seller has learned to ask questions and engage their customer.
"As the founder of Quick Hit Sales Tips, I help customers 2-3x their revenues. I have been breaking down the sales process for over two decades and have trained over 15,000 sellers. Often when I speak to sales leaders, they are concerned about getting their new reps to ramp quickly to be producing reps, frustrated that they can’t get 80% of their sellers to achieve their quota, and are tired of having to get another job every 2 years. So I can make this conversation more focused on you, what are some of your concerns that you have with achieving the sales revenues you want?"
In this example, did you spot how methods from the G.O.L.D. Elevator Pitch Process training program were applied? Can you do this yourself? Obviously, this is an example our CEO uses at the beginning of his conversations, but the methods learned through G.O.L.D. Elevator Pitch Process trainings can (and should) be used when presenting value, in demonstration of your solution, in your customer success stories, in your proof points, etc.
"I am going to show you a different part of our solution now. This does 'XYZ' and it is one of the things that customers love about us the most as it helps them get over their struggles of 'ABC' or '123'. So I can tailor this conversation specifically to your needs, where are you experiencing frustration that you would love to eliminate tomorrow?"
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