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Do Stories Make a Difference When Selling?

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...

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.

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Article Tags: sales, sales anecdotes, stories



Related Forum Posts
Re: Quote of the Day - "The only people witho - Thanks for sharing this Evan, there are some very powerful quotes in there, I particularly like this one:- You are now at a crossroads. This is your opportunity to make the most important decision you will ever make. Forget your past. Who are you now? Who have you decided you really are now? Don't think about who you have been. Who are you now? Who have you decided to become? Make this decision consciously. Make it carefully. Make it powerfully. regards, Mal.
Re: Join an inventor's group - This is a great list of inventors groups. Are online inventors meetings. We all try to protect our ideas and therefore are reluctant to talk about about ideas in the development phase in public. I'm interested in inventors Success Stories.
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Re: Kevin's Case Study #10 - When to become an entrepreneur? - When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.
Re: This is Marketing Warfare! - Hey GT, I guess this was from a while back, and it'll test your memory a bit but could you possibly elaborate on Unique Selling Proposition? Can you give us some examples of good USPs?


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