Download Sell with a Story: How to Capture Attention, Build Trust, by Paul Smith PDF

By Paul Smith

"If you are fascinated by expanding your effectiveness as a communicator and searching to rework your revenues effects, Sell with a Story is for you. This booklet empowered and energized me, and that i realize it will do a similar for you." -- Mike Weinberg, advisor, speaker, and writer of New revenues. Simplified. and Sales administration. Simplified.

regardless of the entire high-tech instruments on hand to salespeople, the main own procedure nonetheless works most sensible.

Storytelling packs the emotional punch to show regimen shows into effective relationships. It explains service or product in ways in which resonate; it connects humans and creates momentum. tales communicate to the a part of the mind the place judgements are made.

Paul Smith, writer of the acclaimed Lead with a Story, shifts his best-selling formulation to the revenues enviornment. In Sell with a Story, he identifies the components of the simplest revenues tales and divulges tips to:

pick out the appropriate tale - Craft a compelling and remarkable narrative - contain problem, clash, and determination - Use tales to introduce your self, construct rapport, deal with objections, upload price, carry info to lifestyles, create a feeling of urgency, and extra

entire with version tales, skill-building routines, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and different most sensible businesses, this robust and useful advisor provides the instruments you want to flip your stories into tales that promote.

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Extra info for Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale

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It could be a company that’s your main competitor, the disease you’re designing medicine to combat, or the faulty copy machine you finally got your revenge on. 5. A goal. The main character in a story must have an understood goal, particularly one that’s worthy or noble in the eyes of the audience. Don’t confuse your goal in telling a sales story with the goal of the main character in the story. Your goal in telling the story may be to close the sale. But the goal of the pigs in the Pig Island story, for example, was to find food to survive.

Paul not only does that, but he tells you the how’s, the why’s, and the when’s to use storytelling. ” —Skip Miller, author of ProActive Selling SELL WITH A STORY HOW TO CAPTURE ATTENTION, BUILD TRUST, AND CLOSE THE SALE PAUL SMITH To my father, Robert Smith, who spent more time listening to sales stories than anyone I know. CONTENTS Foreword by Mike Weinberg Acknowledgments 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 CHAPTER 3: Introducing Yourself CHAPTER 4: Stories You Tell Yourself CHAPTER 5: Getting Buyers to Tell Their Story CHAPTER 6: Building Rapport CHAPTER 7: The Main Sales Pitch CHAPTER 8: Handling Objections CHAPTER 9: Closing the Sale CHAPTER 10: Storytelling After the Sale 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 FOREWORD PAUL SMITH’S FIRST book, Lead with a Story—A Guide to Crafting Business Narratives That Captivate, Convince, and Inspire, dramatically increased my effectiveness as a speaker and consultant.

10 Probably never. But people say that about a good story all the time. Even if you’ve been on the receiving end of a great sales pitch, it’s hard to repeat it to someone else in your office without having all the same materials and slides on hand that the salesperson had when she made the pitch to you. But anyone can easily repeat a story without prompting, notes, or even a single slide—and they do. And that’s the point. 8. STORYTELLING GIVES YOU AN OPPORTUNITY TO BE ORIGINAL Let’s face it: most professional buyers have seen it all.

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