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How to Spin Storytelling Selling #434
Would you like to hear a story? It’s a tale with heroes and villains and adventures and drama and it’s all tied into capturing the interest of prospects in a way that they lean into your fable. This episode is about storytelling selling and ways that a good tale can turn prospects into heroes and in time, loyal buyers.
Today’s Chapter: Storytelling Selling
The nature of the world is beyond description
Yet stories are your greatest tools.
With the art of narrative,
the buyer identifies with your characters.
Compelling in action,
they see the struggle in their lives.
Clear in thought,
they embrace the moral of your story.
Obvious in solution,
they are drawn to your products and services.
By shedding light
on what was once nothing,
The Master Seller becomes storyteller,
Creating possibility in the buyers’ mind.
Today’s Story
Chris listened in on Pat’s cold call recordings. Call after call Pat would start telling success stories of happy clients. The stories were compelling, starting with the challenge they faced, the process of rolling out the new solution and the outcome that came as a result.
Story after story was inspirational, authentic and compelling.
“Are these stories real?” Asked Chris. “They seem too good to be true!” “They are!” responded Pat. “It’s heartwarming to know that we’ve been able to help so many clients and it’s a joy to share their success. When prospects hear these tales they immediately put themselves in the story. They identify with the heroes challenge since they are probably experiencing it too! Sometimes a story can tell a whole lot more than reading a specification sheet of features. When you find an authentic honest story it will resonate with buyers.”
Take Action Quote
My good friend Michelle Kelly (listen to her here) believes that “stories are critical in the sales arc. The sales journey is the hero’s journey, we need to cast our customers as the hero”. This is an important detail that the hero in our stories isn’t the seller coming to the rescue, but the buyer who wisely addressed their challenge by choosing your product or service. They are the heroes. They took control and slayed the beast.
Reflect on your existing clients. Practice sharing stories about how they came to be clients and their buying journey. Be able to tell the story quickly and slowly, matching the pace of your prospect. Give them space to ask questions, many questions prompted from the story. Allow them to identify with your clients, so that they too may become clients some day.
Sales Babble Research Study
I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your help!
How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. Look here https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media https://habaneromedia.net
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