Tell Me a Story

<p>Story telling is a critical strategy in the sales process. In this episode we outline a 4 step process to building stories and give examples of ways that good and bad stories can influence a prospect.<br/><br/><b>Highlights</b></p><ul><li>A good story can get the brain to search for similarities to something in your own life.</li><li>The brain needs things delivered in a story format.</li><li>Without the story the brain has to search and create one and things can get confusing.</li><li>In the absence of a great story the prospect will create their own story and they can decide whether your product or service is valuable to them.</li><li>A story allows the salesperson to illustrate a point without directly confronting the prospect about their belief.</li><li>Selling is emotional regardless of what some salespeople will tell you.</li><li>Step 1 of storytelling is identifying a prospects false belief.</li><li>Step 2 is brainstorm stories that illustrate the new belief.</li><li>Step 3 is to catalogue the stories and organize them by false belief. </li><li>Step 4 is practicing telling the stories. Pay attention to the prospects reaction to see how you are doing.</li><li>Testimonials are one of the best story telling techniques to break false beliefs online.</li><li>Keep the story simple. </li><li>Stories must be relatable. Character must be like the prospect.</li><li>The story must be authentic and must feel real.</li></ul><p><br/></p>