November 2012 archive

Add a dose of storytelling to your sales techniques

Sales techniques and storytelling

Storytelling is about using narrative devices in communication and sales techniques. It is of particular interest for sales presentations, because it will help you gain client buy-in for your product or company. Storytelling is used by most large multinationals, including the world’s most powerful brands, like Coca-Cola and Disney, who see it as a way …

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Sales techniques and storytelling: conflict or no conflict? Offend some clients, or connect with none.

Usual sales techniques

Sales reps tend to use sales techniques that present the facts: the features of their company, product or service. Naturally, these sales techniques will also seek to present these features in an advantageous light, or with a positive spin. And they will omit anything that might involve conflict. For instance, when sales techniques are used …

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Make compelling sales presentations by using “James Bond” flow

The current storytelling trend is based on a triad that I find particularly suitable for sales presentations. It can be applied to presentations very easily, and is what I use most often, because it adapts well to any sales situation. Step 1: Hook their attention Step 2: Spark the desire for change Step 3: Persuade …

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sales techniques and storytelling in sales presentations: the antagonist

Sales techniques & antagonist

What are sales techniques for, and what’s the most important part of a sales presentation? Sales people tend to think that sales techniques are for convincing clients of the advantages of our product or solution, and that the most important part of the sales presentation is the part where we present our product or solution. …

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