Communicating by phone is different than face to face where a suspect or a prospect will grant you a few more moments if only to be courteous. On the phone it is simple and easy for a prospect to terminate the call and that's one of the main reasons why you need an escalator speech. An escalator speech is an abbreviated version of an elevator speech and it is absolutely vital in the world of B to B tele-sales. Whereas an elevator speech is based on the premise that you present what you do over the time it takes to travel a few floors up an elevator, the escalator speech is based on the premise that you present what you do in the time it takes to travel only one floor.

A client who gives you a quote is a real gem too. The written word is powerful. You can use the quotes on websites, letters, brochures, newsletters, e-mails faxes...just about anywhere. The more you have the more it is evident that you and your company are doing a good job.

How to Craft a Good Escalator Speech Step #1: Identify Who You Work With Define you target market. If you sell to engineers or single moms or small business owners or IT directors or high school educators or whoever, say that up front. This simple tip creates instant affinity. At a conscious or subconscious level your prospect understands that what you do relates personally to them. What you DON'T want to do is say that you are a 'sales rep,' an investment advisor, a consultant, a business development rep, an account manager or whatever. That's a title, not a description. Who cares and who remembers?

If Greg says yes, you've got it made. Just make sure you let Greg know that your name as been give out. With quotes, the best approach works like this: "Jeannette, I'm pleased that our product has worked so well for you. Jeannette, I wonder if you could help me out? Would it be possible to get a little quote from you that I could use on my letters or e-mails?"

If they are positively inclined then the next step is to make it easy for them. You do that by creating and providing a quote for them that they can endorse. This saves them time and it gives you the type of quote that works best for your situation. Here is what you say, "That's great. Thank you. Jeannette, what I usually do is send over a quote for you to approve simply to make it faster and easier. If you like it just let me know. If you want to edit it in any way, shape or form, please do so. Or if you have something specific in mind, write it up and I'd be glad to use it. How does that sound?"

In this manner, the customer does not feel they have been painted into a corner with words that don't reflect their thoughts. Most however, use whatever you give them. Summary Get your happy customers working for you. Ask for a quote, or get a reference and your selling become easier and faster.