Category Archive: Storytelling

Nov 19

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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Nov 12

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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Nov 12

Make compelling sales presentations by using “James Bond” flow

Sales presentations & 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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Nov 05

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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Sep 24

Storytelling applied to sales techniques: The hero and the villain. The good guy and the bad guy

Sales techniques and Jenny

The question is, can storytelling principles be applied to sales techniques, starting with the concept of good and evil? In storytelling, the bad guy is a character, for the most part antagonistic, who embodies Evil, or at least acts like he does. He is generally fighting against the “good guy”. This concept of the antagonist …

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Sep 03

How to Make Memorable Company Presentations

Company presentations & Steve Jobs

Let’s talk about company presentations for client meetings: the only reason for you to be presenting your company in a “live” meeting is if you have a complex offer or you need to identify the client’s needs and issues. Here I am first and foremost talking about this type of situation, but the approach would …

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