Failure to Be Interesting customer is a company.They’ve been in business years.They have locations.They make, sell and service solutions.
Telling Details Create Interest You can tell a lot about a character just by the shoes he’s wearing. – Tom Wolfe
Listen for Stories,Metaphors and Analogies Not just facts!
Criteria of a Great Customer Story1. Contrast the pain with the gain2. Use telling details for more punch3. Make your prospect the hero4. Tell a story – don’t just share data5. Someone else can easily retell it