Tag Archives: sales stories

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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Become a “Master Chef” of sales stories

I think that telling stories is a bit like cooking. Most of us know the basics. So why are only a few of us great chefs? The key is that they understand how the ingredients fit together. They know when … 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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Creating your unique stories

Of the 8-12 sales stories you eventually want to develop, I'd first create one about you, the problems you solve and benefits that clients get from working with you.  The key word here is "unique". Make sure it's a story … Continue reading

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Your communication style

Developing your own "authentic voice" doesn't come overnight. The key is to relax and not worry about how others might perceive your message. To paraphrase Popeye, "We are what we are." Once we accept that and focus on delivering our … Continue reading

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