SELL WITH A STORY HOW TO CAPTURE ATTENTION BUILD TRUST AND CLOSE THE SALE

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Sell With A Story

Author : Paul Smith
ISBN : 9780814437124
Genre : Business & Economics
File Size : 34.77 MB
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Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made. Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. In Sell with a Story, he identifies the ingredients of the most effective sales stories and reveals how to: Select the right story Craft a compelling and memorable narrative Incorporate challenge, conflict, and resolution Use stories to introduce yourself, build rapport, address objections, add value, bring data to life, create a sense of urgency, and more Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and other top companies, this powerful and practical guide gives you the tools you need to turn your experiences into stories that sell.
Category: Business & Economics

Sell With A Story

Author : Paul Smith
ISBN : 0814437117
Genre : Business & Economics
File Size : 37.70 MB
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"Storytelling expert Paul Smith helps salespeople add this potent tool to their toolkit, and get dramatically better results. Based on interviews with sales and procurement professionals at more than 50 top companies, including Microsoft, Costco, Xerox, Abercrombie & Fitch, and Hewlett Packard, Sell with a Story explains how stories work, when to use a story to move the sales process along, which ones to always have handy, and how to turn real-life experiences into stories that resonate"--
Category: Business & Economics

Lead With A Story

Author : Paul Smith
ISBN : 9780814420300
Genre : Business & Economics
File Size : 62.38 MB
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"Features powerful stories for 21 of the toughest challenges businesspeople face"--Jacket.
Category: Business & Economics

Story Based Selling

Author : Jeff Bloomfield
ISBN : 9781590792636
Genre : Business & Economics
File Size : 48.41 MB
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As a founder of a successful organization that trains and develops sales professionals, Jeff Bloomfield has given a lot of thought to why customers say “yes.” In Story-Based Selling: Create, Connect, and Close, Mr. Bloomfield says it’s really no mystery. People buy from people they trust. They trust people they like, and they like people they connect to. And he believes that storytelling is the best way for salespeople—and all of us—to immediately connect to a customer’s feelings of trust and liking. He thinks teaching sales professionals to close a deal by presenting their product, probing its mutual benefits, and overcoming the customer’s objections and skepticism, is a waste of time. Instead, he urges them to tell a great story. Mr. Bloomfield calls upon the latest research in neuroscience to explain the process of communication. The truth is that during the salesperson’s engagement with clients, people quickly base their decisions on how they feel, not the way they think, so trying to persuade someone by first imparting lifeless facts and figures is self-defeating. In fact, this information goes right to an area of the listener’s brain (the left brain) that drives doubt and skepticism. To make a deal we need to connect with the parts of the customer’s brain that inspire emotions of trust and empathy. By telling a story, we can immediately connect to these good “gut” feelings and drive away the client’s fear of “being sold. Mr. Bloomfield tells his own engaging stories while teaching step-by-step techniques of intentional storytelling—to create a fast connection with the listener, no matter who is buying or what a person wants to sell.
Category: Business & Economics

Unique Sales Stories

Author : Mark Satterfield
ISBN : 0972471529
Genre : Business & Economics
File Size : 26.88 MB
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In Unique Sales Stories, you will learn: The components of a Unique Sales Story (USS) and how to craft your message; how to create stories that communicate why you're good at what you do and how you're different; how to use stories to build trust and credibility; how to use stories to convert prospects into actual paying clients; and how to put benefits into your story without saying, “These are the benefits of working with me.” Original.
Category: Business & Economics

High Trust Selling

Author : Todd Duncan
ISBN : 9781418513627
Genre : Business & Economics
File Size : 35.70 MB
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Do you feel like your career exists somewhere between your last sale and your next one? Are you always searching for the way to bridge the gap and create long-term success? Does it seem that somehow your life is only about your ability to perform on the job? For too long you have bought into the idea that the business you do and the life you lead are completely separate. What Todd Duncan has learned in his twenty-two years of sales is the polar opposite: When you discover how to connect who you are and what you are about in your selling career, the results will be phenomenal and long-lasting. No matter what industry you work in or what type of sales position you hold, adopting the practical principles in High Trust Selling will open the door to a new way of thinking and a life beyond your wildest expectations. “Long-term sales success happens when high trust exists—when you are a trustworthy salesperson running a trustworthy sales business, and when it’s clear to your clients that you are a person of integrity who will not only do what you say but who also has the means to deliver.” —Todd Duncan
Category: Business & Economics

Business Storytelling For Dummies

Author : Karen Dietz
ISBN : 9781118730171
Genre : Business & Economics
File Size : 75.50 MB
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Use storytelling to influence people and move them to action Need to get your point across? Get staff on board with change? Foster collaboration? Increase sales? Strengthen employee engagement? Build customer loyalty? Drive innovation and creativity? Capture best practices? Align people around a goal? Grow your business? Business Storytelling For Dummies can help you do this—and more. Pre-order your copy today through Amazon! Discover: Expert advice with real-world examples Proven case studies, tips, and templates How to get results by capturing, crafting, telling stories, and more
Category: Business & Economics

Story Selling

Author : Harry Maziar
ISBN : 1683504100
Genre : Business & Economics
File Size : 70.11 MB
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Fifty stories providing sage advice and common sense about sales and success.
Category: Business & Economics

What Great Salespeople Do The Science Of Selling Through Emotional Connection And The Power Of Story

Author : Michael T. Bosworth
ISBN : 9780071769747
Genre : Business & Economics
File Size : 57.49 MB
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Build better relationships and Sell More Effectively With a Powerful SALES STORY “Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers—purely a left brain exercise, which turns buyers off. This book explains a better way.” —John Burke, Group Vice President, Oracle Corporation “Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.” —Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone “Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.” —Gerhard Gschwandtner, publisher of Selling Power “This book breaks the paradigm. It really works miracles!” —David R. Hibbard, President, Dialexis IncTM “What Great Salespeople Do humanizes the sales process.” —Kevin Popovic, founder, Ideahaus® “Mike and Ben have translated what therapists have known for years into a business solution—utilizing and developing one’s Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.” —Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLC About the Book: This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes. Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn. The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework—helping you break down barriers, build trust, forge meaningful relationships, and win more customers. This book teaches you how to: Relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connections are forged Use the power of story to influence buyers to change Make your ideas, beliefs, and experiences “storiable” using a proven story structure Build a personal inventory of stories to use throughout your sales cycle Tell your stories with authenticity and real passion Use empathic listening to get others to reveal themselves Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.
Category: Business & Economics