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Michael Harris Articles

Guest post by: Michael Harris

StorySelling: How to get past your Buyer’s defensive wall and create a need - Click To Read Article
Review the following two StorySelling examples and decide for yourself if you feel that StorySelling could help your Sales Team sell more?

StorySelling “How to Write Mini User Stories” - Click To Read Article
Why: Use mini user stories, with the right sales message, so that your salespeople are able to sell value and differentiate your offering instead of pitching product and reducing price. Mini User Stories: Make the stories short. Use only one constraint per story otherwise you risk flooding the Buyer with too much information. Make the Buyer the Hero of the Story: Many Customer Stories make the company out to be the hero who rode in on their white shinny horse to save the Buyer.

“Buy on Emotion” now supported by brain scans. - Click To Read Article
There's a tendency for Salespeople to concentrate on logic because they feel that emotions are too flaky to have any real importance on a buying decision. But Economists have recently embraced the idea that irrational psychology, rather than cool calculation, plays a significant role in buying decisions.





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