why good storytelling beats good selling

Download Why Good Storytelling Beats Good Selling

Post on 09-May-2015




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Stories capture the attention of the audience, motivate individuals and groups to take action and consistently build trust and rapport with the readers. Start here to learn this valuable, timeless skill and begin selling through storytelling immediately.


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2. 2 Some reps are convinced they cant sell a new product. The next day, another rep does just that. 3. 3 Why is this? How can some reps be so effective and assertive, and others so passive? 4. 4 Confidence and belief are certainly big parts of the equation. The other part: Exceptional Storytelling 5. 5 You might wonder how exactly stories apply to the sales process. How can storytelling improve your number at the end of the quarter? 6. 6 A well-told, captivating story can affect listeners on multiple levels. 7. 7 Not convinced youve got what it takes to be an effective storyteller? Download our Guide to Better Storytelling for tips on selling with stories. 8. 8 6 Benefits of Exceptional Storytelling in Sales Benefits of Exceptional Storytelling in Sales Motivate individuals and groups to take action Build trust and rapport Make data and facts sing by becoming applicable, interesting, and relevant Infuse information with stickiness to improve retention. Transform beliefs and change minds 9. 9 How stories stimulate the emotional side of our brain 10. 10 When we listen to a standard presentation or boring lecture, the Brocas area of the brain is stimulated. This area deals with language and logic. 11. 11 In contrast, when we are told a story with rich meaning and visual cues, things change dramatically. Both the right and left sides are activated. The right side (creative side) is engaged and stimulated. 12. 12 Storytelling in business 13. 13 As a sales rep, you have many different tools in your toolbox. Similarly, a variety of different stories can be told to convey a point. 14. 14 Using the correct story type can help elicit the action or feeling you want from a customer. 15. 15 Here are 4 of the most common types of stories told in business 16. 16 Communicate your vision and inspire others to act. Vision Stories 17. 17 Demonstrate who you are to people and create that crucial connection. Who Am I Stories Customers will know youre the type that goes above and beyond when they hear how you saved those kittens from the lake. 18. 18 Inform listeners of your intentions up front and create trust. Why am I here Stories Customers might actually become more receptive if you tell them what youre trying to sell. 19. 19 Share knowledge and inform others. Company Stories To be effective these stories need a WOW moment. You need to teach listeners something theyve never heard or considered. 20. 20 When to use stories 21. 21 In order for your story to be truly effective, you need to nail the timing. A misplaced story seems forced, awkward, and will fall flat. 22. 22 Here are some of the best times for storytelling 23. 23 Stories within presentations accomplish a few things: Presentations Grab attention Make facts stick Make data relatable and understandable 24. 24 Sales stories can convey the true power of your product or service. In a story, you provide context to customers and can drive points home harder. Use Cases (stories from the field) are particularly effective. Selling a product or service 25. 25 This is your prototypical Vision story. When well-crafted, this can be extremely effective. Getting a team to focus and buy-in to a goal 26. 26 Elements of a Great Story Just like a sales call, stories need certain elements to succeed. 27. 27 Elements of a Great Story The Hero encounters a Stimulus. The Stimulus leads them in the direction of resolution or transformation.. Tension or a Conflict is exposed. Our Hero now must maneuver challenges and obstacles. A Crossroad where the final transformation takes place. In your Use Case this is where the customer purchased your solution. The final chapter in the story is referred to as the Moral of the Story. The Hero has navigated the Conflict and appears transformed in an ideal state. Sympathetic main character, AKA the Hero. The audience should be able to see themselves in the hero and the situation. 28. 28 Still think you need help? Download the Guide to Better Storytelling to help improve your storytelling efforts. As you improve your storytelling, it becomes an asset to reuse down the road. 29. 29 Learn More If you dont have a content management process or need help optimizing your current one, Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com Enjoy the SlideShare? Dont miss the next one! Click to follow us on SlideShare Sign up for our Sales Force Effectiveness blog by clicking here For access to this original blog article, and many more; click here