In this video, explore the power behind your company's story and learn just how to tell it.
- Now that you've established a great connection in step one … through your My Why story … and have done an excellent job … of helping the customer identify, prioritize, … and quantify their issues in step two, … you'll likely have them really chomping at the bit … to hear what solutions you have for them. … Before you offer those solutions however, … you should take a couple of minutes to share with them … why you believe your company … is the most credible to solve their problem. … This may seem like an insignificant step, … but by inserting the step here, … you are subconsciously implanting all the proof … that the customer will eventually need to hear to say yes. … Your company story should be based … on a similar model as your My Why story. … In fact, I call the story the Company Why story. … It should revolve around why your company does what it does … and it can't be about profit or money. … It has to be a belief-centric story. … I have found the best way to communicate this type of story …
- The trust continuum and the trust matrix
- The three-layered brain and five neuro-elements
- Creating connections
- Establishing credibility
- Handling objections