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Summer Sales School 2023 – Lesson #7


Marni Heinz – How to Deliver an Effective Intro Story (Elevator Pitch)

In B2B sales, how you interact with the buyer can make or break a deal.  People form a first impression of you within the first 7-30 seconds of meeting you.  And, 93% of what we communicate is based on non-verbal cues, not the words we say.  Given this, it's important to make first impressions count.  

Marni shares how to deliver an effective intro story in B2B sales.  She ditches the elevator pitch for something more compelling – putting attention on the human side of sales by including the buyer in the interaction rather than talking at them.  Mastering this skill increases the likelihood that you'll keep the deal cycle moving forward and build trust with your buyer.

Key Take-aways:

  • Why it's important to make a strong first impression
  • Build rapport and trust quickly by preparing an intro story, speaking the buyer's language, and paying attention to nonverbal cues
  • Practice, obtain feedback, and adjust your intro story to differentiate and show up with confidence

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