60 Words to Success

It is important to have a good elevator speech because you only have a few words to grab your suspect's attention and move them forward in the sales process. The first 60 words you speak are more important than the next 6,000! In the first 60 words you must make a connection, stimulate the suspect to want to meet with you, qualify the suspect for interest, and turn the suspect into a prospect. The five basic plays used to accomplish these objectives are rapport, position, benefit, proof, and permission.