re: Do You Have An “Elevator Speech”?

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Wrong. You’re there to show a value on the product you’re presenting. If the prospect has a passion in their office like hunting, fishing, golf, or sports team, then you can talk about that. I was taught to not talk about any of that personal stuff. One thing I do is the read the office I’m in and go from there. Once the deal is done that relationship will grow and you can talk about their personal life.

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Only been in sales for 20+ years but thanks for letting me that I'm wrong. After 20+ years I've learned that there are different approaches depending on what you're selling and the "style" that works for you. For example pharmaceutical and medical devices are a different approach than construction, cars, technical sales, or radio ads.

In my line of work very few meetings are in the office and you will typically have to establish rapport/relationship long before you have a chance to "make" a deal.

I'm the guy that gets other people stirred up to the point of an office rebellion. Then I sit back, and watch, and give an occasional nod of approval, as they burn their own existence down.

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To some of us it comes naturally.

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Naturally Mimicking other people's body language is sadder and creepier than doing it consciously. I sell my business by being good at what I do, indefatigueable, and being genuine and personable. I don't have to compensate for deficiencies by pretending to be something I'm not with manipulation tactics.

You're merely a mirror of people that are more successful, showing them back to themselves what you hope they want to see. There isn't an actual "you". At least not one that you believe can be successful.