Selling with Stories, Part 2: Stories Great Sales People Tell

Learn how to leverage storytelling throughout the sales process. Learn the 25 most essential types of sales stories to earn buyer trust and make the sale.

Introduction

• A story for every step of the sale

1. Introducing Yourself to the Buyer

• Explaining what you do, simply
• Who I've helped and how I've helped them

2. Preparing for the Sales Call

• Personal motivation story
• Take the stress out of the call

3. Building Rapport

• Why I do what I do
• I'll tell you when I can't help you
• I'll tell you when I made a mistake
• I'll go to bat for you with my company
• I'm not who you think I am
• Founding story
• How we're different from our competitors

4. Making the Main Sales Pitch

• Your product's invention or discovery
• Explaining the problem
• Customer success
• The "two roads" story
• Adding value

5. Handling Objections

• Objection response
• Negotiating price
• Resolving objections before they come up

6. Closing the Sale

• Creating a sense of urgency
• Arming your sponsor
• Coaching the breakup

7. Managing Customer Relationships

• What's worked well in the past
• Building loyalty
• Summarize the call

Conclusion

• Next steps