As a salesperson, you need to start shifting your focus from “Will I close this deal?” to “How can I help this company achieve its goals and objectives?”. What better way to do that than to tell a fantastic story?
People love stories. We love to tell them, we love to hear them. One of the most precious moments you can have with a child is when you tell or read them a story. It is said that stories provide you with two things; the knowledge on how to act & the motivation to act. This is a very powerful thing you can do for a prospect or client. Tell a great story and expect a reaction.
Storytelling during sales should always be able to accomplish these 3 things;
- Illumine the inefficiency of a current process?
- Help prospect to view their challenges from another angle?
- Will it lead to conversion?
Background of Storytelling In Sales
Stories are an art form, stories can get emotional when they follow a simple structure which means the would be so easy to remember. Whenever you are in a complicated sales process, you absolutely need to seek several ways to simplify it. If you sell a story, you’re going to help other people sell on your behalf when you are not available in the process.
Now to the science, research shows that the human brain is designed to love stories. Paul Zak, a neuroeconomist conducted a study on the power of narrative and what it does to our brains. What he did was to isolate the presence of a particular chemical in the brain that fosters more trust and therefore a cooperative behavior. That chemical is known as oxytocin and it is usually secreted by the brain when we are told a character-driven narrative.
Tips To Incorporating Storytelling In Your Sales Strategy
You don’t have to be a creative genius before you incorporate storytelling into your strategy. Here are some tips to help with your storytelling:
- Get Started With The Basics: What makes a good story? The main character, a challenge the character is facing and how the character can get past the challenged (using what you are trying to sell/pitch). Like most good stories, break up your story into three parts – the beginning, middle, and closing.
- Figure out the idea you want to communicate: Knowing your endgame is going to make it that much easier to build a structure for the story you are trying to tell.
- Lockdown their attention: Make your stories captivating as well as informative. Empathize, put your self in your prospect’s shoes and ask yourself if this is a story you’d love to hear. Use terms and language your prospect is familiar with.
- Make it personal: This is probably the most important segment of storytelling and it takes work but it pays off ultimately. Use your experience with past clients and how the solution helped them. Creating a human connection with your client only makes your story powerful.
Would you like to learn more secrets on how to craft compelling stories to sell more even during these times? Click here to get the training of Ezekiel Solesi, CEO of Limb Simple on telling Stories to Win Deals. In addition, you will also get the 16+ sessions of revenue experts. For more enquiries, call: 09070047684.