Storytelling can be an incredibly useful tool in sales, but have you ever thought about why this is? It’s simple – when you are telling a story, you can connect with people. Stories create a problem that your product or service can help alleviate, which ultimately can lead to closing more deals. Don’t let your storytelling get in the way of a successful business.
This expert sales interview explores:
- Increase the Probability of Closing
- Facts are Forgotten
- Rapport Investigation
Increase the Probability of Closing
As we get to the end of the year, there are a few things that we need to keep in check. First, the end of the year is not a time to start pulling back. If you want a strong first quarter, you need to maintain the momentum. Second, storytelling isn’t necessarily a fast close concept. Parsley explains from his experience, the sales professional’s goal is not actually to sell. The goal is to connect with people and make connections, and the other goal in sales is to manipulate people with good intent.
Facts are Forgotten; Stories are Remembered
When you load someone up with facts, statistics, etc., people are going to forget about that information because people don’t care about that information. This is one of the many reasons why infomercials are so powerful – they are establishing a pain through a story. They don’t talk about price, but they tell you a story and make you want the product.
Before you can tell a story, you need to find ways to connect with people. Rapport investigation, or internet stalking is hugely important. That’s not to say that you blatantly let them know you have been investigating them, but letting out subtle hints to engage with them and connect with them are going to help you build rapport. You can act professionally all you want, but it’s incredibly important to talk like a friend.
To learn more about how to use storytelling for sales success, watch the entire expert sales interview.
About our Host
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.