Learn where to look for great stories and whom to ask. Discover techniques to draw out stories during interviews with subject matter experts.
- The worst time to tell a story … is when you don't have a good story to tell, … so you need to develop a skill and habit … of finding great stories … and having them ready at a moment's notice. … That process starts with knowing … what stories you're looking for, … which means you'll need to maintain … a list of stories you want to find. … Your story wish list. … Start by searching your own past and present. … Interview yourself. … Go through your list one at a time and ask yourself … if anything like that has happened to you. … Keep a sales story journal. … Whenever you hear a great story or see one happen, … write it down in your journal. … You never know when you'll need it. … Stalk product reviews. … Look through the online or offline reviews of your products … wherever they happen to be. … You can also get stories from other people. … Ask around. … Interview other sales reps, executives, and colleagues … from customer service, marketing, product development, … and consumer insights. …
- What is a sales story?
- Why tell sales stories?
- The 25 sales stories you need
- How to get buyers to tell their stories
- What makes a great story great?
- Choosing the right story to tell
- Finding great stories
- Story structures
- Challenge, conflict, and resolution
- Delivering stories verbally and in writing
- The ethics of storytelling