In this debrief episode of Leadership Story Talks, hosts Julienne Ryan and Jerome Deroy reflect on their engaging conversation with Alex Smith, a dynamic thought leader on sales and persuasion. Alex's perspective, rooted in Dan Pink's To Sell Is Human, challenges traditional notions of sales by focusing on human connection, active listening, and storytelling as key elements of persuasion and influence.
This episode offers a fresh take on how storytelling can transform everyday interactions into opportunities for authentic connection and meaningful change.
You’ll Hear:
- The Misconceptions of Sales: Exploring the negative perceptions of sales and how to reframe it as guiding change rather than pushing for a transaction.
- The Power of Listening: Why listening is the foundation for building trust, understanding, and crafting a compelling story.
- Sales as Storytelling: Insights into how the best sales approaches integrate authentic, mission-driven narratives that resonate with people’s needs.
- Shifting the Dynamic: How to disrupt formulaic sales tactics by fostering curiosity, asking thoughtful questions, and creating space for open conversations.
- Relatability Matters: Examples of how relatable, well-crafted stories can turn sales interactions into meaningful exchanges.
- Overcoming Negative Sales Connotations: Using empathy and possibility-focused language to create positive, lasting impressions.
Key Takeaways:
- Reframe Sales as Change: Understand that persuasion is about guiding someone toward change, which applies universally in both personal and professional contexts.
- Start with Listening: Effective storytelling and sales begin with deeply understanding your audience through active listening and curiosity.
- Build Trust through Authenticity: Use personal and mission-driven stories to establish genuine connections that go beyond transactional goals.
- Practice Patience: Sales and storytelling require trust, openness, and time; the "close" often happens over a series of conversations.
- Be Generous with Knowledge: Sharing insights, resources, and stories builds goodwill and credibility, making you a trusted partner.
Listen for actionable ideas on how to integrate storytelling into sales, leadership, and everyday life.
Visit narativ.com to explore resources, training programs, and coaching opportunities to transform your storytelling approach. Whether you’re leading a team or building client rel
Narativ’s online course in partnership with New Mexico State University Global Campus:
Lead With Your Story (self-paced, on-demand course)
Podcast listeners get 25% off - Use code NARATIV → Register Here
Learn more about how to leverage Narativ’s storytelling method for your pitch and sales team: Download our free e-book, or you’re welcome to schedule a free 15-minute call with Jerome.
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EMAIL Jerome@narativ.com
LINKEDIN https://www.linkedin.com/company/narativ-inc
TWITTER @narativ
Buy Julienne’s book here
