The Elevator Pitch is a short, meaningful and relevant statement that grabs the attention of your customer. It lets them know exactly what you do and how you can help them and their business.
The chapter on Talking will present the reasons why sales people fall into the trap of talking too much, rather than asking impactful business questions.
Silence is an important element of questioning skills. It’s an extremely powerful tool and can be used by sales people to elicit more information.