HARDISON’S TIPS – NOVEMBER 5, 2021 – Why You Should Ditch Your Traditional Elevator Pitch (PT.2)

HARDISON’S TIPS – NOVEMBER 5, 2021 –  Why You Should Ditch Your Traditional Elevator Pitch (PT.2)

How an Alternative Approach Can Take You Up, Up, Up!

So if the typical elevator pitch is so flawed, doesn’t it make sense to turn it upside down? I think so. Here’s how to do that:

Focus on the other person. Notice in the above that the words “you” and “your” appear. In a response that probably takes no more than 15 seconds, you can shift the dialogue to one that includes and respects the other person by showing interest, empathy and a desire to get to know them better. It also doesn’t assume that your solution is a fit for them. By wanting to have a deeper conversation, you let them know that further discovery is needed to determine if both parties would benefit. You are now perceived as someone who wants to figure out whether it makes sense to work together, rather than giving them the impression that you want them to buy from you long before you both know if you can really help them.

Start a conversation. Use your answer to the question, “What do you do?” not as an attempt to fully answer the question, but as an opportunity to invite further dialogue. Period.

Listen. Even if the other person started the conversation, and even if the clock is ticking, make a concerted effort to allow the other person to be an active participant in the conversation. Time permitting, ask questions and listen, listen, listen!

Be prepared for overtime. If you and the other person have a few moments to find a quiet corner or grab a cup of coffee, great! Be prepared to take the conversation further and deeper. Know your talking points, but only trot them out if they fit organically with what you learn about the other person and their needs and goals. Don’t try to follow a script. Be yourself. Let the other person get to know you while you are getting to know them.

Bottom Line:

Don’t rush to deliver a scripted sales pitch in 30 seconds or less. Instead, use that time to set the stage for an extended discussion during which you can listen, learn and explore solutions together. As I’ve said previously, see yourself and the prospect as equals, getting to know one another as you begin a dialogue of discovery and a possible professional relationship.

Sometimes that journey starts in the elevator; and sometimes it starts in line at Starbucks or in a noisy networking environment. How you handle those few critical moments can mean the difference between an opportunity lost and an opportunity realized. Our licensed Advisors at Sales Xceleration know that every sales opportunity demands the right approach for the time, the market and the prospect. 

From his success on the sales floor of an automotive dealership  to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer.  Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.

Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.

Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit


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