Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale, 1st Edition

  • Paul Smith Company Archivist, Thomas Cook
  • Published By:
  • ISBN-10: 0814437125
  • ISBN-13: 9780814437124
  • DDC: 658.85
  • Grade Level Range: College Freshman - College Senior
  • 304 Pages | eBook
  • Original Copyright 2017 | Published/Released June 2017
  • This publication's content originally published in print form: 2017

  • Price:  Sign in for price

About

Overview

Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made. Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and other top companies, this powerful and practical guide gives you the tools you need to turn your experiences into stories that sell.

Table of Contents

Front Cover.
Paise for Sell with a Story.
Title Page.
Dedication.
Contents.
Foreword.
Acknowledgments.
Half Title Page.
Introduction.
1: What Is a Sales Story?.
2: Why Tell Sales Stories?.
What Sales Stories You Need and When to Tell Them.
3: Introducing Yourself.
4: Stories You Tell Yourself.
5: Getting Buyers to Tell Their Story.
6: Building Rapport.
7: The Main Sales Pitch.
8: Handling Objections.
9: Closing the Sale.
10: Storytelling After the Sale.
How to Craft Sales Stories.
11: Elements of a Great Story.
12: Choosing the Right Story to Tell.
13: Story Structure.
14: The Hook (Transition In).
15: Context.
16: Challenge, Conflict, Resolution.
17: Lesson and Action (Transition Out).
18: Emotion.
19: Surprise.
20: Dialogue, Details, and Length.
21: Delivery.
22: Telling Stories with Data.
23: Stretching the Truth.
24: Finding Great Stories.
25: Practicing and Saving Your Stories.
26: Getting Started.
Appendix A: 25 Stories Salespeople Need.
Appendix B: Selling Story Roadmap.
Appendix C: Story Structure Template.
Appendix D: List of Sales Stories.
Additional Reading.
Endnotes.
About the Author.
Index.
Copyright Page.