Tag Archives: sales training ideas

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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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 Authentic Voice

My wife Marian, is a strong believer in what she calls "your authentic voice." For more years than I care to admit, I looked at the style of those who seemed successful and tried to copy it. My thinking was … 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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Getting Prospects To Call You

If we're perfectly honest about it, most of us just don't enjoy chasing down clients…trying to convince them to do business with us. Personally, I'd much rather have prospects call me, and for years I wondered if there was a … 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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