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“Why should someone spend time with you?” That was the question I asked the six sales people who were the subjects of an intense week-long training session.
The response? Blank stares. Some uncomfortable fidgeting. Nothing anywhere close to a coherent, persuasive response.
That experience made me realize the need for what I call a “value-added proposition,” and what many people refer to as an “elevator speech.” It is a well-thought-out, meticulously prepared, and memorized set of ideas that ultimately answer the question above.