Tag Archives: sales skills

The key to getting more referrals

Although this might be considered a blinding grasp of the obvious, in order to get more referrals, people need to know who you are and what you do. You need to be top of mind when opportunities arise for people … Continue reading

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More referrals with sales stories

As a cautionary note, far too many people think they can just get away with "winging it" when it comes to delivering sales stories. After all, we've told stories to each other for how many years? I mean, can it … Continue reading

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Kettering Executive Network

Thanks so much to David Jenson of the Kettering Executive Network for inviting me to speak this morning. I enjoyed sharing with the group the structure and the methodology for using sales stories in both one-2-one selling situations and for … Continue reading

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Why don’t we use sales stories more often?

Especially for those of us who sell a service, the importance of using stories is particularly important.    Now, I'll admit that this is hardly new news. But the interesting fact is that only a small percentage of people really … Continue reading

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Why sales stories are underutilized

When I first started talking with sales teams about using stories to sell more effectively, the almost universal reaction was "Yes, stories are a powerful tool, but we're already pretty good at doing this." However, as I dug into it … Continue reading

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The barriers to using sales stories

  I was talking with the head of a major consulting firm about why more professionals don't use stories more effectively? We came up with 2 reasons. First, most people don't have them prepared. As one might imagine, when you're … Continue reading

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How stories get you on the first page of Google

I was talking with my friend Jeff Hopeck of Killer Shark Marketing about Google and it's ever changing algorithm that determines which websites get on the first page. The two main variables have historically been links and content. They're both … Continue reading

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Making clients care about your story

Remember, your story needs characters. To quote Stalin, "One death is a tragedy. A million deaths is a statistic."  If your story has characters the reader or listener can relate to, the greater attention they'll pay to what you have … Continue reading

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Focusing on what’s important

It's easy to get seduced with technology, especially with the increased focus on social media. But here's something to keep in mind. It's not that you Twitter, Facebook, YouTube, or LinkedIn. It's what you say. The key is to be … Continue reading

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Using Stories at the Academy Awards

One of the more interesting features of the Academy Awards were the backstories from presenters on what motivated them to enter the world of show business. These "personal stories" have applicability to all of us who desire to build relationships … Continue reading

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