0
1
2
Some reps are
convinced they
can’t sell a new
product.
The next day, another rep does
just that.
3
Why is this?
How can some reps be so
effective and assertive, and
others so passive?
4
Confidence and belief
are certainly big parts
of the equation.
The other part:
Exceptional
Storytelling
5
You might wonder how exactly
stories apply to the sales process.
How can
storytelling
improve your
number at the end
of ...
6
A well-told, captivating story
can affect listeners on multiple
levels.
7
Not convinced you’ve got what it takes to
be an effective storyteller?
Download our
Guide to Better Storytelling
for tip...
8
6 Benefits of Exceptional Storytelling in Sales
Benefits of
Exceptional
Storytelling
in Sales
Motivate
individuals and
g...
9
How stories stimulate the
emotional side of our brain
10
When we listen to a standard presentation
or boring lecture,
the Broca’s area of the brain is stimulated.
This area
dea...
11
In contrast, when we are told a story
with rich meaning and visual cues,
things change dramatically.
Both the right and...
12
Storytelling in business…
13
As a sales rep, you have
many different tools in
your toolbox.
Similarly,
a variety of different
stories
can be told to...
14
Using the
correct story
type can help
elicit
the action
or feeling
you want from
a customer.
15
Here are 4 of the most
common types of stories
told in business…
16
Communicate your vision and inspire others to act.
Vision Stories
17
Demonstrate who you are to people and
create that crucial connection.
‘Who Am I’ Stories
Customers will know
you’re the...
18
Inform listeners of your intentions
up front and create trust.
‘Why am I here’ Stories
Customers might actually become ...
19
Share knowledge and inform others.
Company Stories
To be effective these stories
need a WOW moment.
You need to teach l...
20
When to use stories
21
In order for your story to be truly
effective, you need to nail the timing.
A misplaced
story seems
forced,
awkward,
an...
22
Here are some of the best
times for storytelling…
23
Stories within presentations accomplish a few things:
Presentations
Grab attention
Make facts stick
Make data relatable...
24
Sales stories can convey the true power
of your product or service.
In a story, you provide context to
customers and ca...
25
This is your prototypical “Vision” story.
When well-crafted, this can be
extremely effective.
Getting a team to focus a...
26
Elements of a Great Story
Just like a sales call,
stories need certain elements to succeed.
27
Elements
of a
Great
Story
The Hero
encounters a
Stimulus.
The Stimulus leads them in the
direction of resolution or
tra...
28
Still think you need help?
Download the
Guide to Better Storytelling
to help improve your storytelling efforts.
As you ...
29
Learn More
If you don’t have a content management process or need help
optimizing your current one,
Contact us to hear ...
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Why Good Storytelling Beats Good Selling

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Stories capture the attention of the audience, motivate individuals and groups to take action and consistently build trust and rapport with the readers. Start here to learn this valuable, timeless skill and begin selling through storytelling immediately.

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  • People buy into stories, people hates buying a sell but a story is the perfect sell!
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  • Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com
  • Transcript of "Why Good Storytelling Beats Good Selling"

    1. 1. 1
    2. 2. 2 Some reps are convinced they can’t sell a new product. The next day, another rep does just that.
    3. 3. 3 Why is this? How can some reps be so effective and assertive, and others so passive?
    4. 4. 4 Confidence and belief are certainly big parts of the equation. The other part: Exceptional Storytelling
    5. 5. 5 You might wonder how exactly stories apply to the sales process. How can storytelling improve your number at the end of the quarter?
    6. 6. 6 A well-told, captivating story can affect listeners on multiple levels.
    7. 7. 7 Not convinced you’ve got what it takes to be an effective storyteller? Download our Guide to Better Storytelling for tips on selling with stories.
    8. 8. 8 6 Benefits of Exceptional Storytelling in Sales Benefits of Exceptional Storytelling in Sales Motivate individuals and groups to take action Build trust and rapport Make data and facts sing by becoming applicable, interesting, and relevant Infuse information with “stickiness” to improve retention. Transform beliefs and change minds
    9. 9. 9 How stories stimulate the emotional side of our brain
    10. 10. 10 When we listen to a standard presentation or boring lecture, the Broca’s area of the brain is stimulated. This area deals with language and logic.
    11. 11. 11 In contrast, when we are told a story with rich meaning and visual cues, things change dramatically. Both the right and left sides are activated. The right side (creative side) is engaged and stimulated.
    12. 12. 12 Storytelling in business…
    13. 13. 13 As a sales rep, you have many different tools in your toolbox. Similarly, a variety of different stories can be told to convey a point.
    14. 14. 14 Using the correct story type can help elicit the action or feeling you want from a customer.
    15. 15. 15 Here are 4 of the most common types of stories told in business…
    16. 16. 16 Communicate your vision and inspire others to act. Vision Stories
    17. 17. 17 Demonstrate who you are to people and create that crucial connection. ‘Who Am I’ Stories Customers will know you’re the type that goes above and beyond when they hear how you saved those kittens from the lake.
    18. 18. 18 Inform listeners of your intentions up front and create trust. ‘Why am I here’ Stories Customers might actually become more receptive if you tell them what you’re trying to sell.
    19. 19. 19 Share knowledge and inform others. Company Stories To be effective these stories need a WOW moment. You need to teach listeners something they’ve never heard or considered.
    20. 20. 20 When to use stories
    21. 21. 21 In order for your story to be truly effective, you need to nail the timing. A misplaced story seems forced, awkward, and will fall flat.
    22. 22. 22 Here are some of the best times for storytelling…
    23. 23. 23 Stories within presentations accomplish a few things: Presentations Grab attention Make facts stick Make data relatable and understandable
    24. 24. 24 Sales stories can convey the true power of your product or service. In a story, you provide context to customers and can drive points home harder. Use Cases (stories from the field) are particularly effective. Selling a product or service
    25. 25. 25 This is your prototypical “Vision” story. When well-crafted, this can be extremely effective. Getting a team to focus and buy-in to a goal
    26. 26. 26 Elements of a Great Story Just like a sales call, stories need certain elements to succeed.
    27. 27. 27 Elements of a Great Story The Hero encounters a Stimulus. The Stimulus leads them in the direction of resolution or transformation.. Tension or a Conflict is exposed. Our Hero now must maneuver challenges and obstacles. A Crossroad where the final transformation takes place. In your Use Case this is where the customer purchased your solution. The final chapter in the story is referred to as the Moral of the Story. The Hero has navigated the Conflict and appears transformed in an ideal state. Sympathetic main character, AKA the Hero. The audience should be able to see themselves in the hero and the situation.
    28. 28. 28 Still think you need help? Download the Guide to Better Storytelling to help improve your storytelling efforts. As you improve your storytelling, it becomes an asset to reuse down the road.
    29. 29. 29 Learn More If you don’t have a content management process or need help optimizing your current one, Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com Enjoy the SlideShare? Don’t miss the next one! Click to follow us on SlideShare Sign up for our Sales Force Effectiveness blog by clicking here For access to this original blog article, and many more; click here
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