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 enormousTop 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 ofTop 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.