From the course: Selling with Stories, Part 2: Stories Great Sales People Tell
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The "two roads" story
From the course: Selling with Stories, Part 2: Stories Great Sales People Tell
The "two roads" story
- A two road story is basically the combination of a problem story and a success story. One shows a customer having the kind of problem your product or service solves but not buying your product and therefore suffering the consequences. And the other story shows someone using your product and very nicely solving their problem. Now obviously these can be true stories and most of your sales stories should be but this is one type of story where a lot of sales people tend to use hypothetical examples. So, I'll use that kind of an example here and this example comes from a guy named Logan Strain. Now one of Logan's first jobs out of college was in a call center at an online sporting goods store. So, when someone called to ask about a basketball hoop his sales objective was to get the caller to consider the company's top of the line model that was higher quality but obviously more expensive as well. Now, he thought it'd be easy. I mean these people already wanted to buy a basketball hoop…
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