What is Your Elevator Speech?

Imagine hopping into an elevator to meet with an existing client on the 14th floor. You overhear the lady next to you state to a coworker she needs to purchase a new Acme model no. 5, extra-large green widget for the downtown office. Wait a minute; YOU sell Acme no. 5, extra-large green widgets! It’s time to spring into action, but you have less than a minute before the elevator reaches the 14th floor and your new prospect gets away. No time for the Power Point, just enough information to pique curiosity, and set an appointment. That’s an “elevator speech”.

Of course, it need not be in an elevator, escalator, or restroom stall. For those of us in sales, we might have this prepared already. But have you practiced it lately? For those of us not in sales, it’s a good idea to develop one for your church, civic club or next job interview.

According to Mindtools.com, there is a simple six-step formula for creating your own “sales pitch on the fly”.

1 – Identify your goal. What is it you wish to accomplish? To set up a sales presentation or get the name of the decision maker?  just to find out if the strangers organization is hiring or do you actually want to set an interview? At this stage of the game it is probably best to tread lightly and simply get the contact information.

2 – Explain what you do. What do you want your new found friend to remember most about what you say?

3 – Communicate your uniqueness. What makes you different from all the other salespeople? Is it your experience or an innovative approach?

4 – Engage with a question. Take the “temperature” of the receiver rather than trying to convince them of something. “Does that sound like something your company needs?”

5 – Put it all together. Make it informative, yet very concise. Always include an initial “ask” that isn’t too pushy.

6 – Practice. Louis Pasteur stated; “Chance favors the prepared mind”, so be ready! Remember, a “sales pitch” is a SPEECH. All great speakers and actors have to know their lines. You have to practice it, if it is to be effective.

http://MomentumSeminars.com

 

 

Four Conflict Styles of Communication

Most people hate conflict and will do what they can to avoid it. However, when we interact with others, there will be disagreements from time to time. Our words are our weapons of choice. Use them sparingly and we may be taken advantage by other coworkers. Use them too quick or often and we run the chance of being viewed as a workplace bully. We have the right to defend ourselves but it’s a delicate balance between ignoring a rude remark and speaking up.

Assertive Communication

Assertive communicators think win-win. They will pursue what is due them but not at the exclusion of anyone else. The assertive individual understands all co-workers have rights and are to be treated with respect. They are generally easy to get along with, yet will maintain organizational policies and standards. This type of positive communication style is good for the overall morale of the group and is generally expected of those in leadership positions.

Aggressive Communication

In short, an aggressive communicator is a bully. They consider their wants above the needs of others and look for those to exploit. However, their tactics may not be overt and more manipulative in nature. They are fine to take advantage of others if it will make their own jobs easier.

A bully only respects one thing: strength. If you are correct and have a right to something, be willing to confront them. Address their behavior as unacceptable. This

Angry Woman Bezel Case Office Secretariat

may seem obvious but on a deeper level it is a show of strength. Of course, it is always necessary to assess the total damage of kicking over the euphemistic beehive in the workplace. What will be the repercussions of standing up to an aggressive communicator if that person is your boss? Once they know you will stand up to them, bullies will generally leave you for other prey elsewhere.

Passive Communication

The passive communicator is a perpetual people-pleaser. They get along by going along, never wanting to upset the apple cart. Though they view themselves as the salt of the earth, others will see them as weak and mark them for exploitation. They are often made a victim because they will not voice their opinions stand up for themselves.

Passives generally have issues with setting priorities. They are often busy putting out other people’s fires because they can never say “no”. They need encouragement. The positive words you give them may be the only confidence builders in their lives. Ask them for opinions and solutions on team matters. However, it is important to ensure they understand job requirements and how their part affects the team. If in management, set the priorities for them.

Passive-Aggressive Communication

business_man_beautiful_man_business_business_men_man_young_male_businessman-625568.jpg!dYes, there are those who manage to be both passive AND aggressive at the same time. They will stand up to others… but behind their backs. They have an “I’ll show you” mentality and will carry a grudge. They love to play the victim, yelling one minute and then crying the next if yelling doesn’t work.

Understand the game the passive-aggressive plays but do not play it yourself. To do so would only enable them. Stay focused on what is fact and relevant. Once they realize emotional outbursts do not work, they might come to their senses. When dealing with this personality, ensure everyone is in agreement and there won’t be any “misunderstandings” later. It may be prudent to write a summary in and email to them after a conversation.

In one of my workshops, we go deep into what makes a person behave in such ways. Find out more at: http://MomentumSeminars.com

The NASHVILLE TORNADO; How Dr. Pepper Saved My Life

Having lived over a decade of my life in the Mid-West, I had heard all sorts of stories about the odd happenings during a tornado; the “freight train”, whole houses lifted intact and sat back down, playing cards splicing half way into light poles, etc. So, when my family moved back to Tennessee, I just thought that was all behind me, we were no longer in “Tornado Alley”.

Twenty years ago today, I recall I left a little early to make it to a per-marrital counseling session with my pastor and fiancé, now my wife, Hannah. As I left the State office building in Nashville where I worked, I noticed how gray and bleak the skies were. I didn’t think much of it, because it wasn’t raining… how bad can it be? You will realize in this story, just how slow on the uptake I was that day.

Nashville-TN-Tornado-4-16-1998I got in my car, put in a CD, and left the State parking lot on Charlotte Avenue to make my way back to Murfreesboro. As I pulled under the I-40 overpass, I noticed the red light was swinging violently in the wind. The idea of a tornado never crossed my mind; after all, it was Tennessee! As I sat there, I noticed several other cars lining up behind me as we waited for the light to change. Then I watched as a plastic box fly by which was followed by a tree branch about four feet long. I still had no idea what was happening but remember thinking; “Wow, this is going to be a really bad wind storm, I better protect my car”. Realizing other motorist would like the relative safety of being under an overpass; I ran the red light, bypassed the on-ramp, and gunned it to the gas station across the street. No way was I going to have flying debris hit my car on the interstate. I would go to the convenient store, get a Dr Pepper and just wait it out.

I parked near the carport to protect my car from this “wind storm”. As I opened the car door, I was struck by how hard it was to open my door. I STILL didn’t understand this was a pressure issue, I just thought it was heavy wind pushing against my car but when I got out, I was stunned at how little wind there actually was. I noticed there was a lady who was apparently trapped in her car next to me. I went over to her and pulled on the door handle as she pushed. Together we were able to get her out. I stated “I don’t blame you for waiting out this storm”. Apparently, she was actually listening to the news on the car radio, because she gave me a funny look.

We went in the gas station and there was a man who appeared to be of Indian decent ushering us into the back storeroom. I asked him, “Do you think it’s going to be that bad and can I get a Dr Pepper first?” To which he replied in a thick accent; “Get in the storeroom!” I had stopped here for a soft drink several times before and this reaction was very uncharacteristic for him, so I responded “Okay”. After all, I didn’t want to upset him more than he was already. I guessed his fear was broken glass from tree branches and other debris hitting the windows.

The shopkeeper and I were the last to enter the narrow cinder block room, where to my surprise there were about half a dozen other people all facing forward. I guess a lot of other people had the same idea I had. It was deathly quiet in the tiny space, except for me humming and rolling back and forth on the balls of my feet, waiting this thing out. It was a lot like being in an elevator with strangers waiting for the doors to open. Then the lady I helped out of the car asked “Did anyone hear WHERE the tornado was on the radio?” Several people shook their heads in silence. “Tornado, where?” I thought. This was Tennessee, we don’t HAVE tornadoes. “There’s a tornado in the area” I asked her. She nodded in silence.

Then out of the silence, I heard a hum NOT from me. Roarrrr, roarrrrr, roarrrrrrrr. It’s a cliché, but I could hear the whistle of a freight train blowing in the distance at different intervals. Having a better understanding of the gravity of the situation from those who were listening to the news a few minutes before I made a profound announcement; “I hope the tornado doesn’t hit that train.” Two or three people looked over their shoulder to me and gave me a look as if to say; “You moron!”

Once the “train” had moved on, we all made our way out of the small storage space. As I041698map stepped into the main room of the filling station, I could see all the chip bags, candy bars and aspirin bottles had leaped from the shelves and were now on the floor. The windows however, were still intact. No explanations for that other than odd happenings occur in a tornado. I realized the poor store clerk would be cleaning up this mess for hours, so I felt it was a bad time to ask for a Dr. Pepper.

Fortunately, my car was not hit by any of the storm debris but the shop across the street was a mess. As I drove up the interstate on-ramp, I looked over to the other side and saw not one, but two semi trucks knocked over on their sides. Several other cars were pushed into the ditch. It was complete mayhem. That’s the point at which it finally stuck me; I was actually IN the tornado! Had I not been in that little storeroom, I could have been killed.

Each year on this day, I run the scenario over again. Though my car and a soft drink were the only things on my mind, I behaved pretty well. I did at least have consideration for other motorist behind me, I helped a lady into the store and had empathy for the shopkeeper. I’m not patting myself on the back; all I wanted was a Dr Pepper to wait out a storm. But what if I had listened to the weather report instead of the Stone Temple Pilots that day? How would I (or any of us) have reacted if the exact same conditions were under the banner of “natural disaster”? Labels can make people react in funny ways. Would I have told the shopkeeper “Don’t tell me what to do”? Would I have helped the woman out of her car? Would I have taken the attitude of “I was here first” for the cars not under the overpass? I guess in my situation, ignorance is bliss.

 

 

Welcome to my Blog!

Hello, my name is Blaine Little, and I reside in Murfreesboro, which is in the heart of the great State of Tennessee! I have been a Realtor for almost 20 years, a business trainer for over a decade, and even a corporate entertainer as a professional magician! Just between us, that last one is probably the most fun!

So, why add yet one more set of incoherent ramblings to the internet? Well, I guess the short answer would be “why not”. But that’s too cliché. Through my business, corporate training, and dealings with other people, I have come across several interesting observations about businesses in America, and the people who operate them. Not earth-shattering, just interesting. Through that perspective, I have developed different philosophies about why people do the things they do, and how that effects their organizations.

Besides that, I like to talk a lot. I have written some articles, mostly for Realtor Associations. I have also trained and managed professionals, redesigned programs, and sat in on more committee meetings than I can remember. I spent much of 2017 on the road helping business people sharpen their tools. It’s interesting why people do the things they do, but it is even more interesting as to why WE react to those other people.  Some times, that’s just outright funny! Well, to me least. Normally, I’m pretty quiet, but once you get me chatting, away I go!

The purpose of this web log is not to repeat the same “motivational guru” clichés as has been touted so many times in recent past.  As the name implies, “Momentum Seminars” means so much more than rehashing what has already been said. Instead, I will look at business concepts and training issues from a completely different perspective. So, thanks for taking the time to occasionally sit back, and take note of my ideas, observations, and philosophy. I promise, I will try to not take myself too serious. You may access more of me, as well as contact me for IN-HOUSE TRAINING,  at my website, MomentumSeminars.com

Blaine Little

MomentumSeminars.com

BlaineSpeak@gmail.com