CHAPTER 37
Integrating Stories into Your Selling Process
Sales stories can be used with great impact at any number of points in your selling process. Of course, the prerequisite is that you have the sales stories developed, edited, memorized, thoroughly rehearsed, and ready to use. (I can’t stress enough the need to rehearse your stories. Salespeople like to believe that they can talk their way through any situation. Let me assure you, that is not the case.)
Here are some strategies about using sales stories during various stages of your sales cycle:
Prospecting. Let’s say you’re prospecting, making cold calls on the phone, and you manage to get through to the name on your list. The first question that customer will ask is, “What do you do?” ...
Get Amp Up Your Sales now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
