From the course: Selling with Stories, Part 2: Stories Great Sales People Tell
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Your product's invention or discovery
From the course: Selling with Stories, Part 2: Stories Great Sales People Tell
Your product's invention or discovery
- When you get to the point in the sales process where you're actually making a sales pitch, there are several stories you should consider telling. And one of them is the story of how the product or service you're selling was invented or discovered in the first place. You know by helping the buyer see the purpose and passion behind the invention, you help them see your company, not just as some impersonal corporate machine, but as a collection of human beings on a mission. And that's a company your prospect is much more likely to want to do business with. But it also helps them understand on a more personal, visceral level, what that product could do for them. Here's an example, Leah Jewell worked for the publishing company Prentice Hall back in the mid-1990s and she managed a team of people in charge of creating books for the English departments at colleges and universities. Now the main component of the sales pitch for one particular book, was the following story. Now the sales rep…
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