Selling with Stories, Part 2: Stories Great Sales People Tell

Introduction

• A story for every step of the sale

1. Introducing Yourself to the Buyer

• Explaining what you do, simply
• Who I've helped and how I've helped them

2. Preparing for the Sales Call

• Personal motivation story
• Take the stress out of the call

3. Building Rapport

• Why I do what I do
• I'll tell you when I can't help you
• I'll tell you when I made a mistake
• I'll go to bat for you with my company
• I'm not who you think I am
• Founding story
• How we're different from our competitors

4. Making the Main Sales Pitch

• Your product's invention or discovery
• Explaining the problem
• Customer success
• The "two roads" story
• Adding value

5. Handling Objections

• Objection response
• Negotiating price
• Resolving objections before they come up

6. Closing the Sale

• Creating a sense of urgency
• Arming your sponsor
• Coaching the breakup

7. Managing Customer Relationships

• What's worked well in the past
• Building loyalty
• Summarize the call

Conclusion

• Next steps