PRESENTING, PERSUADING AND WINNING PART 2: Here Are Some Of The Ways On How To Get Started In Telling Your Sales Story Effectively
1. Build a Story Library
Create a library of stories you continually build on that is part of your sales toolbox. If you don’t have one, start one today.
1. Build a Story Library
These are stories, experiences, or anecdotes you’ve heard from speakers, other clients, testimonials, or your own life.
1. Build a Story Library
You should organize it by theme, which allows you to share the right story at the right time.
2. Practice Storytelling Practice telling the stories so that you relate the conflict and how it was overcome. You should be able to do this in 1-2 minutes.
2. Practice Storytelling Be brief and to the point. Having a bigger story library with a variety of stories increases the odds of having a brief, relevant one that is specific to the the conversation.
3. Get Your Client Talking When you begin the call, instead of launching right into your own story, invite your client or prospect to tell you theirs.
3. Get Your Client Talking Ask questions that get them talking. Encourage them with prompts like: - Tell me about‌ - What happened next? - How were you feeling - when that happened?
3. Get Your Client Talking This isn’t an interrogation. Just let the conversation happen naturally. They may beat around the bush and talk in circles, but that’s okay.
3. Get Your Client Talking But that’s okay. Listen carefully to the patterns in the stories you hear. What is concerning your clients? What is attracting their attention and enthusiasm?
3. Get Your Client Talking You’ll get a feel of the right story to tell from understanding your customer and building a rapport with them this way. They’ll also feel like you’re interested in them or their situation and that you genuinely want to help.
4. Tell Your Story
You may find it helpful to have a “story starter� phrase that makes it comfortable for you to introduce a story into conversation.
4. Tell Your Story Just find something simple that matches your style, like: - It really surprised me when… - That reminds me… - Something happened recently that made me think of you… - Can I share something with you…?
4. Tell Your Story Telling your story might well be the difference between a good and great make your sales presentation. Polish and perfect this skill and watch your sales explode!
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