2. 1. Build a Story Library
Create a library of
stories you continually
build on that is part of
your sales toolbox. If
you don’t have one,
start one today.
3. These are stories,
experiences, or
anecdotes you’ve heard
from speakers, other
clients, testimonials, or
your own life.
1. Build a Story Library
4. You should organize it
by theme, which allows
you to share the right
story at the right time.
1. Build a Story Library
5. 2. Practice Storytelling
Practice telling the
stories so that you relate
the conflict and how it
was overcome. You
should be able to do this
in 1-2 minutes.
6. Be brief and to the
point. Having a bigger
story library with a
variety of stories
increases the odds of
having a brief, relevant
one that is specific to
the the conversation.
2. Practice Storytelling
7. 3. Get Your Client Talking
When you begin the
call, instead of
launching right into
your own story, invite
your client or prospect
to tell you theirs.
8. Ask questions that get
them talking. Encourage
them with prompts like:
- Tell me about…
- What happened next?
- How were you feeling
- when that happened?
3. Get Your Client Talking
9. This isn’t an
interrogation. Just let
the conversation
happen naturally. They
may beat around the
bush and talk in circles,
but that’s okay.
3. Get Your Client Talking
10. But that’s okay. Listen
carefully to the patterns
in the stories you hear.
What is concerning your
clients? What is
attracting their attention
and enthusiasm?
3. Get Your Client Talking
11. You’ll get a feel of the
right story to tell from
understanding your
customer and building a
rapport with them this
way. They’ll also feel like
you’re interested in them
or their situation and that
you genuinely want to
help.
3. Get Your Client Talking
12. 4. Tell Your Story
You may find it helpful to
have a “story starter”
phrase that makes it
comfortable for you to
introduce a story into
conversation.
13. Just find something
simple that matches your
style, like:
- It really surprised me
when…
- That reminds me…
- Something happened
recently that made me
think of you…
- Can I share something
with you…?
4. Tell Your Story
14. Telling your story
might well be the
difference between a
good and great make
your sales
presentation. Polish
and perfect this skill
and watch your sales
explode!
4. Tell Your Story
