From the course: Sales: Referral Selling
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Craft your business impact story
From the course: Sales: Referral Selling
Craft your business impact story
- There's a saying in sales "facts tell, stories sell." I heard that quip many years ago. Think about it. What do you remember from a presentation? The boring facts or a captivating story? Most of us grew up with stories. Stories are the way lessons are communicated, generations are remembered, and values are handed down. Here's a story framework my clients use to get their points across. Follow these steps to craft your own sales stories. The first step in any story is creating context around the situation. This is where you describe the problem to your listener so that they connect it to their own experience. Ask yourself, what was the situation or problem your client faced? Then explain the problem in detail. What needed to be solved to avoid drastic consequences? Take time to describe the pain of what would have happened if they didn't solve their problem. Only then will your listener identify with that painful emotion. The second step is the all important result. You're answering…
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