Book description
Despite all the high-tech tools available to salespeople, the most personal method still works best.
Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made.
Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. In Sell with a Story, he identifies the ingredients of the most effective sales stories and reveals how to:
- Select the right story
- Craft a compelling and memorable narrative
- Incorporate challenge, conflict, and resolution
- Use stories to introduce yourself, build rapport, address objections, add value, bring data to life, create a sense of urgency, and more
Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and other top companies, this powerful and practical guide gives you the tools you need to turn your experiences into stories that sell.
Table of contents
- Cover
- Title
- Dedication
- Contents
- Foreword
- Acknowledgments
- Half title
- Introduction
- Chapter 1: What Is a Sales Story?
- Chapter 2: Why Tell Sales Stories?
- Part I What Sales Stories You Need and When to Tell Them
-
Part II How to Craft Sales Stories
- Chapter 11: Elements of a Great Story
- Chapter 12: Choosing the Right Story to Tell
- Chapter 13: Story Structure
- Chapter 14: The Hook (Transition In)
- Chapter 15: Context
- Chapter 16: Challenge, Conflict, Resolution
- Chapter 17: Lesson and Action (Transition Out)
- Chapter 18: Emotion
- Chapter 19: Surprise
- Chapter 20: Dialogue, Details, and Length
- Chapter 21: Delivery
- Chapter 22: Telling Stories with Data
- Chapter 23: Stretching the Truth
- Chapter 24: Finding Great Stories
- Chapter 25: Practicing and Saving Your Stories
- Chapter 26: Getting Started
- Appendix A: 25 Stories Salespeople Need
- Appendix B: Selling Story Roadmap
- Appendix C: Story Structure Template
- Appendix D: List of Sales Stories
- Additional Reading
- Endnotes
- Index
- Free Sample from Lead with a Story by Paul Smith
- About AMACOM
- Copyright
Product information
- Title: Sell with a Story
- Author(s):
- Release date: September 2016
- Publisher(s): AMACOM
- ISBN: 9780814437124
You might also like
book
Brilliant Selling
You can sell anything you want and targets are always achievable – Brilliant Selling will show …
book
Brilliant Selling, 2nd Edition
The UK’s number one sales book in 2010 - this new edition will give you the …
book
The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers
Proven customer engagement approaches for winning in the most important moments driving profitability and growth—customer retention …
book
What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story
Build better relationships and Sell More Effectively With a Powerful SALES STORY “Throughout our careers, we …