#87 Storytelling in sales with Mike Adams
In this Sales & Marketing Talk Show, we discuss storytelling in sales with Mike Adams. We will discuss the following topics:
-Why story-powered sales works?
The seven stories:
-A personal connection story – about something that happened to you. It shows your character and credibility, and allows you to ask your buyer “what about you?” to hear their story
-Key staff stories – the story of important people in your company that your buyer must trust
-Company foundation story – how your company came to exist and how it supports its customer
-Insight stories – The story of how your company discovered an important insight that your buyer should know about
-Success stories – The story of another buyer who succeeded with your offering.
-Values stories – How your people behave after you have signed the deal
-Negotiation stories – to get around deadlocked negotiations
-How to take all of this into action?
-Last guest, Richard Harris, question to Mike: How to get customer to share their story before telling your story?
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