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Do Stories Make a Difference When Selling?
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| Guest post by: Dave Kurlan |
Article Overview: How do you use stories? If you use them for these reasons you're right on the money...
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Free Download - Sales Courage and Resilience By Dave Kurlan |
Do Stories Make a Difference When Selling?
Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
Perhaps you have some stories that you alwaysshare - to make a point, lower resistance, show a different perspective, break up a technical presentation, provide examples, or explain what you do. If you have your salespeople consistently using stories this way, you are right on the mark.
Perhaps you never use stories. If your salespeople aren't utilizing stories, they are probably less effective than they could be.
Perhaps you tell so many stories that you have numbers for them! Stop it!
Regardless of the group you fall into, there is a time and a place for a story. I use them whenever I encounter one of the scenarios in my first sentence - they are very powerful.
Twice, prior to today, I mentioned the enormous Sales World Sales and Marketing Summit" href="http://topsalesworld.com/salesConference/index.php" target="_blank">Top Sales World Sales and Marketing Summittaking place this week. 35 Professional Presenters, only $5 per session, proceeds to benefit the Red Cross effort in Japan, a great cause and an unbelievable value for sales and sales management professionals.
Jonathan Farringtonis the CEO of Sales World" href="http://topsalesworld.com/" target="_blank">Top Sales Worldand the man behind Top Sales World's Mission. He recently postedthis storyand used it to effectively promote theevent. Thestoryis a must read. The event is a must attend. My presentation,How to Shape Your Environment, is for Sales Leaders and begins tomorrow, May 11, at 12 PM ET., and runs for 30 minutes. You canregisterhere.
Article Tags: sales, sales anecdotes, stories
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan). Click here to visit Dave's website Predict Sales Turnover Visual Pipeline Salesperson Selection |
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