Sell with a Story

PART 1

WHAT SALES STORIES YOU NEED AND WHEN TO TELL THEM

MOST PROFESSIONAL SALESPEOPLE consider the selling process a long and multiphased activity that spans from well before a sales call ever occurs to long after the sale has been made and the product delivered. An amalgam of the most common components looks something like this: The early stages include defining an ideal prospect, putting themselves in a position to meet new prospects (say, networking at an industry conference), and planning for the sales call. Then comes building rapport with the prospect, discovering what their needs are, qualifying them as a desirable customer, defining the best product or solution to offer, making the sales pitch itself, handling objections, negotiating ...