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.
Highlights
- A good story can get the brain to search for similarities to something in your own life.
- The brain needs things delivered in a story format.
- Without the story the brain has to search and create one and things can get confusing.
- 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.
- A story allows the salesperson to illustrate a point without directly confronting the prospect about their belief.
- Selling is emotional regardless of what some salespeople will tell you.
- Step 1 of storytelling is identifying a prospects false belief.
- Step 2 is brainstorm stories that illustrate the new belief.
- Step 3 is to catalogue the stories and organize them by false belief.
- Step 4 is practicing telling the stories. Pay attention to the prospects reaction to see how you are doing.
- Testimonials are one of the best story telling techniques to break false beliefs online.
- Keep the story simple.
- Stories must be relatable. Character must be like the prospect.
- The story must be authentic and must feel real.
