Presence in Your Own Presentations
Tanvi Gautam is an award-winning keynote speaker, coach, and consultant who works with companies large and small with go-to-market planning, narrative building, and storytelling. She talks about what she means by no story, no sales and what it means to be present in your own presentations.
This Sales Expert Interview covers:
Storytelling in sales
- As salespeople we can get too caught up in the facts and stats and forget about the human connection.
- Facts don’t make people take action. Humans are not rational beings.
- Tanvi talks about the science behind storytelling. Storytelling is culturally relevant too.
- There’s a lot riding on the shoulders of the buyer so success stories can have a comforting effect.
B2B or B2C?
- Most people think that B2C is the only place for storytelling. As long as you are talking to a human, storytelling works in either scenario.
- Because there are more stakeholders in B2B, your stories may need to be a little more nuanced.
What are the right stories?
- First, try to understand the context you are entering into. Where in the sales process is the customer? What’s the story in their head?
- Don’t show up and throw up as Tanvi says.
- The stories don’t have to be about the product.
- You have to interrupt the pattern.
Be authentic in your storytelling
- Not all stories can be told by everyone. Practice the story with yourself. Is it making you feel uncomfortable?
- Checklists don’t work. The most recent Avengers movie is a perfect example.
- Stories don’t need to be long or success stories to be effective.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.