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The Tao of Storytelling Selling #518
Let me tell you a story. It’s not a story of lost love or intrigue. Nobody’s murdered, nor is society thrust into a dystopian future. Instead, this is a story about stories. It’s a story about showing, not telling, and selling with storytelling. Storytelling Selling. It’s a tale with both heroes and villains with adventures and drama tied into capturing the interest of prospects in a way that they identify with your fable. Today’s episode explores ways a personal story can turn prospects into heroes and, in time, loyal clients.
Today’s Chapter
A story breathes life into the unexplainable.
It flows into places where prospects are quick to reject
and think impossible.
In framing, highlight the struggle.
In sharing, go deep in the heart.
In discussing obstacles, be gentle and kind.
In speech, speak to the challenge.
In overcoming, express the joy of success.
In business, the protagonist becomes the hero.
In action, watch the timing.
until prospects see a sliver of hope.
TTC #8
Today’s Story
Chris listened in on Pat’s cold call recordings. Call after call, Pat would start telling success stories of happy clients. The stories were compelling, starting with the challenge the buyer faced, the unhappiness they experienced, what it was like rolling out the new solution, and the positive results that came. In all cases, the buyer was the hero of the story.
Tale after tale was inspirational, authentic, and persuasive.
“Are these stories real?” asked Chris. “They seem too good to be true!”
“They are!” responded Pat. “It’s heartwarming to know that we’ve been able to help so many clients and it’s fun to share the success stories. When prospects hear these tales they immediately put themselves in the story and identify with the hero. They can feel the story in their bones. It’s the story of their life.”
“Really?” said Chris, sitting up.
“Oh, yes!” replied Pat. “Sometimes a story can say in a few words what a spec sheet would take an hour. When you share an authentic story, it will resonate. Learn the stories. Make them a part of you. Pass on the wisdom that will create loyal clients.”
Take Action Quote
The Tao Te Ching “The highest good is like water. Water gives life to the ten thousand things and does not strive. It flows in places men reject and so is like the Tao.”
The same is true of stories. A story can seep into the buyer’s mind and flow to places where no amount of logic and data could ever have a chance. Draw upon your existing customer’s success as examples for new prospects. Practice sharing stories about how they came to be clients and their buying journey. Be able to tell the story both fast and slow, matching the pace of your prospect. Give them space to ask questions, especially questions prompted by the story. Once they identify with your clients, they step on the path of becoming new clients someday.
Listen here on YouTube https://www.youtube.com/watch?v=Z1llskepsxg
How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. Look here https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media https://habaneromedia.net
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