Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person (CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader (CPSL®)
Grow your impact as a certified sales leader
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
One of the most important things a business owner can do is learn how to speak about their business to others.
Can you answer the “what do you do?” question in 30 seconds or less and entice your audience to want to learn more? Sometimes going back to the basics is the best approach to learn a new technique. Just remember the ABC’s.
Know your audience and the specific needs your product and/or service serve. You want to be able to drill down to your ideal customer (your niche) and be able to target their demands in your elevator pitch. Many business owners have no idea who their ideal customers are or how to drill down and target their demands, so one way to set you apart is to really understand your target audience.
What value or benefits are you bringing to your audience? Be concise and be specific. Many business owners are either too broad in this statement or confuse features with benefits. A benefit statement is always from the buyer’s point of view and what they receive from using your product or service. For example, increased profits by 22%, reduced risk, created 18% efficiency resulting in higher profits, etc.
Now, imagine searching for one exact fish in a very large pond and all you have is one “hook” to reel that fish in. Now next to your hook are thousands of other hooks that your competition has cast into the same pond. If you don’t know what will make that one fish bite on your hook, you will be landing your fish by luck rather than by skill. Being able to develop your marketing “hook”, specific to your fish, will require you to know exactly who your customer is and the benefits you bring to them. This will entice them to buy from you. Your creative offering should be why you are different. Many competitors are bringing the same benefits to your target market. So, why are you different?
You know your business better than anyone and you are the best suited to show your passion about what you do. Allow your passion to come through and speak from your heart. As long as you understand your audience, what specifically you do for them and in what unique way, you will master the elevator pitch.
About the author