When trying to sell a product or service, you could tell your prospect how great it is or tell them a true story of how it improved someone’s life or business.
Let’s take a tech company for an example; the salesperson could either say our software increases productivity, or they could share the story of one of their past clients who, after implementing their system, reduced workload by X and saved the company Y.
An insurance agent could share how insurance allowed 1 family to get their loved one the best treatment available and gave them the financial freedom to spend valuable time with them when needed.
It’s easy to see which would be more effective.
Stories are too often overlooked as a powerful selling tool. Dr. Howard Gardner says it best: “Stories constitute the most powerful weapon in a leader’s arsenal.”
I invite you and your team to think about what stories can be used to demonstrate the value proposition of your product or service. Sit together at a team meeting and have everyone share stories and examples they share with their customers. I’m sure everyone will walk away with several stories they can start using when demonstrating your product or service to prospects.
This is exactly what I did while delivering sales training for a company in Singapore the other week. I asked them to incorporate stories and examples when trying to get buy-in from their peers or customers.
I hope you will start using stories more effectively in your sales presentations.
To learn more about our sales training programs, drop us an email, and we’ll be happy to set up a time to chat to see how we can help your team reach new heights together.
Also read:
5 Effective Sales Presentation Techniques
Learn how to craft the perfect pitch
The storytelling in sales workshop equips participants with the knowledge and application skills to plan highly engaging and relevant business pitches. Learn how to execute results-oriented pitches that demonstrate your ability and track record to solve problems so that prospects are compelled to work with your team.