Elisha Otis, the inventor of the elevator, not only had to discover a unique way of making elevators safe, he also had to convince people that they were actually safe. With Elisha’s innovative breaking mechanism, people no longer had to worry about an elevator crashing to the ground if one of the cables broke. However, although Elisha had found a way to make elevators safe for human transportation, people didn’t believe that until they saw a demonstration. Pink’s story about the first elevator pitch reminds me of the fact that just because you have a great product or service, you aren’t guaranteed a sell. Your prospect needs to understand what you are offering and that what you are offering will solve their problems. This isn’t an easy proposition but thankfully Pink gives some helpful advice.
I think my favorite pitching method that Pink addresses is the question pitch. Questions are one of the best ways to get people intrigued and help them start thinking. As Pink points out, “When I make a statement, you can receive it passively. When I ask a question, you’re compelled to respond, either aloud if the question is direct or silently if the question is rhetorical.” Next time you pitch an idea or product, don’t be satisfied to simply make statements, turn those statements into questions and watch the interrogative work its magic.
BoweryJE22
This is a really good point, and I like how you looked at the elevator itself, and not just the elevator pitch. I think questions is also a good effective tools for selling, and a good way to get the prospect talking. It’s also good to demonstrate your product to people to get them on board, and can be a valuable tool for closing a sale.
I wonder how asking good questions can help in everyday relationships and conversations. It is far too easy in today’s overstimulated society to tune others out or only listen to them halfheartedly. Asking questions not only forces engagement on the listener, but also the speaker. Instead of a one-sided monologue, a healthy conversation will artfully combine explanation, questioning, and affirmation.
This was a great illustration, I really enjoyed the story, and think it made your point well! Great point about questions. I think in a pitch situation, they are a great way to get people directly involved, and they make the pitch a lot more personal too! This is something that I have found in day to day life, that when people are asked questions, they are a lot more open, and this often leads into a heart, wholesome conversation!