Listening to Elevator Pitches

Most individuals who want to sell something, whether it is an idea or a product, use what is known as an elevator pitch.

An elevator pitch is a short and focused presentation used to capture the attention of the potential buyer and convince him/her that the product or idea on the table is the best there is and worth the investment.

Many ideas and products sold are indeed worth their value. However, for every good item presented, there is another one not worth the time and investment.

To avoid being taken in by such presentations there are certain tips to follow.

According to Maureen MacKey, tone and speed are but two of the markers to use for uncovering a deceptive elevator pitch.

If you know the presenter, listen for a change of tone in the voice. Is it higher or lower than the normal range? If so, take note if there are conditions that might cause this change. If no external factor is present, chances are the seller is not being truthful.

Pay attention to the speed of speech. Is the individual speaking faster than usual? Perhaps, the presenter has a lot he/she wants to convey, thus accounting for the faster speed. However, many times, a faster speed could mean the presenter wants to convey the misleading message before it is forgotten.

Hesitancy in the voice can also be an indication that inaccurate information is being presented.

When this hesitancy is accompanied by tense movements, then there is a very good chance the elevator pitch is not representing the idea or product truthfully.

Listen also for contradicting information. Many times, presenters make up the information as they go; therefore, if fictitious elements are presented, there is a good chance that they will contradict each other by the end of the pitch.

Another way to uncover a deceitful pitch is by asking questions. Most fabricated information does not contain details. If questions are asked, that require details to be shared, chances are that the unscrupulous seller will not be able to provide the answers.

Now that you have listened to the presentation and you feel that the idea or product sold is not worth your investment, how can you avoid being taken for a ride?

It is easy to fall prey of unscrupulous vendors. After all, they would not be in that business if they could not be convincing in their elevator pitches.

However, there are ways to steer away from undeserving financial adventures.

Be assertive and let your instinct guide you and decide how you want to proceed.

Keep asking questions. Eventually, the seller will back down as he/she will not be able to continuously come up with fabricated answers.

Maintain eye contact. This will show the presenter you are in control and will not make a purchase unwillingly.

Be knowledgeable about similar ideas or products on the market. This will allow you to spot discrepancies between what already exists and what is being sold.

The world has plenty of ideas and products that are not worth your time or money. Don't let an unscrupulous seller be successful in his/her elevator pitch.