Do You Have an “Elevator Speech?” The other day my son called me. He is a new, but already successful, young internet entrepreneur. He told me that he had been invited to a luncheon of businessmen and that he would be given 60 seconds to introduce himself to the group. He told me that he had gone onto this web site to use the FAB Script writing tool to prepare what he proudly referred to as his “Elevator Speech.” (If you are a member of this site, you have free access to this great tool.) It is obvious that he had ...
One of the longest standing, most respected and basic presentation methods is F.A.B. Selling. I do not know who first identified this method, but I learned it from Larry Wilson in a Sales Sonics course in the late 1960s. The abbreviations stand for Feature, Advantage and Benefit. Many salespersons would tell you that they understand F.A.B. Selling. My 40+ years experience in sales training has taught me that this is not necessarily so. When salespersons say they understand it, what that has usually meant is that they know that prospects do not ...
Zig Ziglar, one of the most well known sales authorities of all time defined selling. Zig said, “Selling is the transference of feelings. If I can get my prospect to feel about my product or service the way I feel about my product or service, he will not only want it … he will demand it.” To persuade someone, it is not nearly enough to get them to think as we think, it is imperative that we get them to feel as we feel. Getting a person to feel the ...
