4 Storytelling Tips To Make Sales Feel Good Again
I HATE getting pitched by sales people! Everyone has the best, most scientifically supported and most effective product! NOTHING NEW! And, YES I want to make lots of money, be healthy and live a long happy life! Who doesn’t?
I was playing a gig with The Kauai Vibe Tribe at Trees Lounge on the Island Of Kauai last month and noticed a group of people I have known for years. They seemed younger, more vibrant and they danced all night long! I was very curious what was going on so I asked one of them, “What have you been up to lately? You seem like you are 10 years younger. What are you doing to build your energy and have so much youthfulness?
They looked at me as though I had tapped into a secret part of themselves they didn’t realize was so visible, then responded: “Well for the last few months I have been a new supplement that has really made a difference in how I feel. I sleep better, have more energy and seem to be much happier.”
Then they told me the story of their journey and how they came upon this “magic” product. They shared their personal experience with the transformation it brought to their health.
I was so captivated by their story that I bought some on the spot and am trying it for myself! They didn’t pitch me on the “get rich quick and easy”, they just told me their story.
Effective Sales Is Listening To, And Telling A Story!
I work with sales people in my coaching work and hear over and over again about the trepidation of sales calls and the stress and pressure many sales people feel when talking to a potential client.
Here are 4 tips to telling a story that will take the stress out of selling.
1. Ask and opening question that puts you into the story of the person you are working with.
People are interested in one thing. What is in it for me? In other words, what is my benefit of doing business with you? In order to determine this, you must put yourself into the story of your potential customer.
Your opening conversation is about gathering information, not closing a deal.
See the world through the eyes of the person you are working with!
People LOVE to talk about themselves, so give them the opportunity to tell you their story!
4. Describe Your Work Like a Story
There comes a time in every conversation where you do need to describe your work. Don’t blow it by saying “buzzword buzzword buzzword buzzword”.
Or describing yourself as a “consultant”. In fact the worst way to kill a conversation is to say, “I’m a consultant.” Because, you know, who isn’t? And frankly, who cares?
Try a slightly more far-reaching statement (or series of statements) that follow the pattern of Who, What, Who.
Who you are – teacher, author, speaker, entrepreneur (the more describe the better)
What you do – that solves the following problem, challenge, or issue (nobody cares about the product itself)
Who you serve – to a specific audience (define your market like ).
And as you think about your “Who, What, Who” answer, consider the words you use to describe yourself, your solution, and your tribe. Are they human-sounding or just industry-speak?
Do they alienate the listener, or draw them in? Refine your language so that you can be engaging, rather than just sounding like a smarty-pants.
Where To Find Help
Having been in sales for a number of decades I have faced the fears, made the mistakes and have had a great deal of success. Check out some of the tools I have provided for you by clicking here.
If you have any questions, feel free to contact me here.
You can improve you efficacy and reduce your stress!