Look: No matter the industry, you are always talking to people to get sales. The way you position your brand and your product in your stories is essential in getting that yes. We’re not writing an epic, we just want to hook the prospect. Worth reading. Thinking of sales enablement in the context storytelling, sales tools help with volume and quality. When demos and even just conversations are comprised of stories, the human brain is gripped. Before you ever speak a word to a prospect, you need to think about the story you’re telling. Sales Force projects that 30% of international retail sales will be through digital channels this holiday season. Keep stories straight to point – No need to be flowery and overly literary! Like we said, it should be right both in the logical and emotional sense. What does this mean? To be effective in making sales, it helps to be a great storyteller. Tenfold Enables Einstein Call Coaching with Native CTI for more than 100 voice platforms, How to Create a Culture of Customer Success Within Sales Teams: 19 Leaders Share Their Top Tip, Also, sales stories are stories, they should be structured like soâwith a beginning middle and end.Storytelling extraordinaire Kambi Crews says, “The. Where success stories are non-fiction, this sales storytelling technique is all about being imaginative. For few people, it is like a cake walk, and for some, it can be a challenging task. What kinds of stories could you use, say, in a situation where you’re presenting benefits to your prospect?  Remember that fiction is an amazing tool to tell the truth. Here are some techniques to make sure that your prospect is hooked until your call to action: Make it about them – Even when you’re talking about other clients or hypothetical situations, make it so that the client can see themselves in the stories ALWAYS. The truth is that purchases and business decisions in general are decisions made with both logic and emotions in play. People are now more discerning and won’t give into that telemarketing trick of giving you two yeses just so the quality checker can put their credit cards through the sale. Youâre so animated that you miss the moment your leadâs eyes glaze over, until it finally becomes obvious when they glance at their watch. It’s been the vehicle with which humanity has passed information from generation to generation. By telling a story, youâre actually getting your listener to think, and feel, the way you want them to. It really is something that a sales professional needs to think about and practice prior to usage. Storytelling – like all the other factors in a sales – is ripe ground for making mistakes. Use humor – Great timing is a gift. Read the blog to learn more about using storytelling in your business to build trust and make sales. Given you’ve researched about your prospect’s situation, help them visualize the product in their own operations by telling  a compelling story of how your product helps a certain, fictitious business. You donât want to focus entirely on your product or service, no matter how amazing it might be. The Art of Storytelling and Product Sales For Sale By Inventor August 14, 2019 Invention Marketing , Marketing Corner 0 Comments When starting an enterprise, most business owners have to think of ways to get people into their stores. You just need to develop a keen eye on information that will figure in neatly along your stories. A good salesperson knows how to talk; a great salesperson knows how to tell sales stories. In the end, the hero emerges more powerful than ever by working in partnership with you. Stories help you connect with the audience, so it just makes sense that narratives are huge in the marketing world. For sales, that story comes in … Given you’ve researched about your prospect’s situation, help them visualize the product in their own operations by telling a compelling story of how your product helps a certain, fictitious business. They want nothing more than assurance that your product already became a success story. When this happens, emotions and logic are in play. Take the prospect through the process. The Art of Storytelling in Sales. Author of Amazon #1 bestseller Rebirth of the Salesman, Cian is a regular sales and marketing commentator in the mainstream media. And now you too can embrace the art of storytelling and increase your sales phenomenally. Here’s how to use the art of storytelling to boost your holiday sales this … There are many sales tactics and techniques that you can use to bolster sales and increase profit. Then, they’ll want to be the next one. It will help your engagement metrics, as well as your conversion metrics- if done well. Recently, within the space of two weeks, I attended three different sold-out storytelling events. That’s because there is a key parallel between warfare and sales: each is about deploying strategies and tactics that defeat the advancement or resistance of an enemy. The most successful sales professionals understand that sales isn’t a science. Visual storytelling is one of the most powerful sales tactics you can use on conversion pages. Believe me, your prospects want to hear this! This is just as real to salespeople who are selling high-ticket products and long-term subscriptions. See, selling has moved far away from the days of pushing information down people’s throats and employing borderline shady techniques to close sales. Itâs just natural that they will recall your story and not a dry pitch from another salesperson. Stories are a great leap from dry presentations, but don’t make your stories dry! A major challenge will be the need or pain point your product or service is designed to address. By Sharon Gillenwater. In this article, you'll find how storytelling can help you increase sales. In theory, sales training should help sales professionals tell the story of their products and services in a way that compels a prospect's interest and attention. Inspirationfeed is a digital magazine covering everything from quotes, net worth, self-development, entrepreneurship, business, technology, and creativity. Aside from case study stories, prepare by making hypothetical situations where you product can help. Practice them on colleagues if possible. Sales departments put together presentations that show why their products are the best logical solutions for clients. During a presentation or even a dragging pitch, the Brocaâs area of the brain is e. The Brocaâs area of the brain is stimulated during a presentation or even a dragging pitch. It makes the sales process human, relieves us of dry communication that plague many sales departments. But these stories are much more effective when they are not only dry pieces of facts, but actually along a narrative. Keep them relatable; your listener is the hero, not a superhero. Third, it helps people visualize themselves with you. Press Enter / Return to begin your search. Second, it makes the complex more relatable. 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You probably know the phrase, 'Facts tell, stories sell'. A salesperson who knows how to use storytelling to engage and lock in a prospect is one who can close by making prospects feel. When most think of visual storytelling, they usually think video, followed by a lack of resources or finances, followed by disregarding the idea. Marketing and sales are far from dead and buried. The Brocaâs area deals with cognition and logic. Make sure it’s appropriate and relatable to the customer. The Art of Storytelling in the Sales Cycle. Sales professionals may be smart to bring up pain points and prospects’ experiences as they discuss benefitsâbut nothing will work better than a story. Any good story, whether you read it, watch it, or listen to it, starts with a point of tension, builds to a climax, and then comes to a satisfying resolution. Use imagery – Learn to tell stories that paint scenarios. If you have it, don’t afraid to make your prospect laugh here and there. There is no substitute to understanding the situation of your prospects. Every week we publish insightful articles to educate, inspire, and improve your life. Do not overstate! One way to do that is to use storytelling to make holiday sales. © 2021 Inspirationfeed. The Art of Storytelling in Enterprise Sales. Make the customers remember you by telling stories. Sales Storytelling is more of a practiced art than most understand. If you do it right, youâll be poised to have a meaningful conversation with an engaged listener â and a potential sale. And every product or service has one to tell. This is where your call to action comes into play, and it should be clear yet expressed as part of the overall story. This course delves deep into the ages-old art form of storytelling in which people pass on nuanced messages to one another in the form of stories or tales. Let the details speakâwhat improved in your clients’ lives, how much did they save, what did they thank you most for. This goes back to childhood, when the most basic request we made as kids, besides … Just don’t overdo it! Read writing about Storytelling in The Art of Sales. That cartoon you were watching when you were five. They donât care about what youâre selling: They care about their own needs and how those might be met more effectively. Knowing what it is they face each day and the struggles that come with it is nothing short of gold for sales professionals. Generating more interest in your product or service. Stories connect human beings at an emotional level. Are you looking forward to incorporating the art of storytelling in your business? If you prepare well, you’ll get the points across succinctly. Your email address will not be published. The Art of Storytelling in Sales Sales isn't a science; it's an art form. It’s just that the nature of … However, being armed with all the features, numbers and tailor-made benefits is not enough to get you to a close. But if the hero overcomes the challenge, they experience greater success and reduced pain. If you want to sell, you have to learn the art of storytelling. Mastering the art of the story, however, could be what propels your sales technique to the next level. People retain 65 to 70 percent of information shared through stories while only 5 to10 percent of information is retained through dry presentation of data and statistics. Recently I have been participating in the One Funnel Away Challenge by Clickfunnels... A big part of what they taught in the challenge was how to write … There’s a thin line between clever and being a sideshow. Yet, the way they are done needs to change, and embracing the art of storytelling is the answer. ” Tell a story by email (and see if they click and read it). Your stories should be actionable, so make sure you have a goal in mind with each story. If you feel you’re a less than accomplished storyteller don’t fluff this off as unimportant. Storytelling remains one of the more effective techniques. These stories help us to engage one another, to build fellowship, create trust and give reassurance which are all vital for sales people to succeed over time. Incorporating storytelling into your business makes your content and copy 22x more likely to be remembered, which as a small business and entrepreneur is HUGE, especially if you’re promoting online. Subjective biases are tapped and are considered when thinking. Posted on: February 14th, 2017 “Marketing is no longer about the stuff that you make, but about the stories you tell.” – Seth Godin . Be careful not to get carried away. Hubspot’s infographic illustrates how storytelling activates 7 regions of the brain, while data only activates 2 regions. Thereâs a reason for those stereotypes and all the jokes, and youâre up against those stereotypes as soon as someone recognizes you have something to sell. Tell More, Sell More: The Art of Storytelling. Why Storytelling Is A Must-Have Inside Sales Skill. Conveying/delivering complex ideas more easily. It should help you understand the power of information, woven into a story narrative to engage, educate, entertain or excite an audience. Sales stories must be centered on another hero – the one your … Experience is powerfulâeven when it’s not yours. You stop being a neutral third party observing from the outside. Inspiring and educating creative entrepreneurs from around the world. The art of storytelling is suddenly everywhere. And people only listen when they want toâso in order to sell, they must want to listen to you. The action in your story rises as you help the listener feel how the challenge, if it goes unaddressed, could get even worse. Big and small brands use storytelling to pull in people, so why don’t we use that technique in sales. In training, storytelling is becoming a respected technique that’s recognized for its effectiveness. Mastering the art of the story, however, could be what propels your sales … The resolution of your story shows (rather than tells) the hero how to get the tools necessary to overcome the challenge. First, it makes you human. The art of persuasion is largely centered on a person’s ability to gain someone’s trust. This is exactly why stories are so powerful. We remember them. Storytelling caused an increase in productivity of 10% at ROCHE and an increase in employee satisfaction of 20%. The faster you become relatable, the better. But why does using a story work to make a sale? Why Sales Stories Sell. Brands will have to pull out all of the stops to stand out from the crowd. Your email address will not be published. When facts and data are framed within a compelling story, you will hold the listenerâs attention and help them connect bits and pieces of the story to their context. When telling a story, keep your audience in mind. Stories are so effective in terms of making listeners remember that storytelling is now used far and wide in different applications. This is really very good piece of information. There’s no shortage of experience on the side of your company and that of your prospects. Illustrating possibilities (E.g., sharing other customer successes) Building and reinforcing relationships. You can always take a good thing too far, so keep your stories short, sweet, and to the point. What can entrepreneurs learn about the art of sales from Sun Tzu's "Art of War," the classic ancient Chinese text on military strategy?A lot. Successful inside sales professionals know how to use available information and bring them to life through stories. Tell them about the initial doubts that your other clients had and how those doubts were completely arrested when the product was onboarded. Never thought so may factors involved in for good sales person. This results in better retentionâsomething we want in our prospects. You only have a moment to grab someoneâs attention and keep it. F100 Software Company Selects Tenfold for 10,000 Agents, Keeping sales engaged & productive during WFH with Tenfold & Salesforce HVS, Tenfold Enables Einstein Call Coaching with Native CTI for more than 100 voice platforms, Tenfold Raises $7.5M in Series C Funding from A16z, Salesforce & Next Coast Ventures, Avaya & Tenfold Enter Strategic Partnership for Leading CRMs, pushing information down people’s throats, 65 to 70 percent of information shared through stories, Is Your Sales Team Ready to Take Advantage of Salesforce Einstein Call Coaching? Storytelling truly is an art form, but there is actual science that explains why the human brain is designed to love stories. Yup. Folks over at Sales Benchmark Index say that a good sales story has these components: If you’re successful in making your stories relevant to the prospect’s situation and you were able to grip them and their attention, you are in a great position to influence their buying decision. Salespeople sometimes tell stories centered on them – how they saved the day, excelled or did something unique. In fact, these essential business facets are needed now more than ever. The newest iteration of MiFID almost triples the amount of data firms are required to report against... Storytelling is a must-have sales skill. They need to be storytellers. Successful storytelling is one of the most critical selling skills since it can help increase your sales by: Influencing a prospect’s or customer’s behavior. That story grandma told you when you were seven. In the smaller picture, we connect with people in terms of the stories we tell them, the information we share to them. And let me tell you that it is 100% true! Youâre sitting in the office of your sales lead, gesturing excitedly as you explain how your software can make their company run 42 percent more efficiently. A playbook for winning sales teams, featuring lessons, tips and tricks for building thriving sales organizations. The major benefits of using storytelling in your sales pitches include: Capturing the audience’s attention with an engaging narrative. Make the prospect the hero and make them see how their trials can be solved by your product without having to force the issue. Examples of these include autodialers and email automation. Take some time to perfect your craft. Simply put, people love stories. In telling a good story, youâre describing your product or service and how to meet the listener where their pain points live. Of course, the shoo in is in marketing. Sales stories have a profound effect on our brains and our behavior. Use the experiences of your other clients, preferably in the same industry, to tell the story of how your product improves business. Posted on March 2, 2018 by Lisa. From movement to language processing to … See, the call to action should be strong and authoritative. Like Albert Camus said, “Fiction is the lie through which we tell the truth.â So stick to realistic scenarios and make it as detailed as possible within the realm of what’s logical. How are you utilizing storytelling in your operations? Telling your own stories and sharing experiences goes a long way, but it might be easier said than done for some of us. Volume – Tools that enable your reps to reach and engage with a wider audience. Required fields are marked *. Where success stories are non-fiction, this sales storytelling technique is all about being imaginative. In fact, the brains of the storyteller and the story listener actually synchronize. In the opening of your story, you want to set the listener as the hero living in a world full of challenges. Dry pitches that list product benefits without context or any attempt on connection is going to fall flat in failure. Salespeople have a bit of a reputation. His blog was voted one of the Top 50 Sales Blogs for the fourth year running, and his book was voted one of the Top 50 Sales Books for the third year running by Top Sales World. Maybe you’ve never considered how useful telling a story can be in reaching another person, and that’s OK. Lots of salespeople don’t think about storytelling in this way. Present the case study in story form. Learn how your comment data is processed. Your prospect laugh here and there tell stories that paint scenarios, it be. Regions of the brain is designed to love stories the art of storytelling in sales opening of your story shows rather. 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Force projects that 30 % of international retail sales will be the next one put yourself into it sales... Digital channels this holiday season processing to … Thinking of sales enablement in the logical emotional. Products and long-term subscriptions to address want nothing more than assurance that your other clients had and those... That they will recall your story shows ( rather than tells ) the hero overcomes the challenge in... Of experience on the side of your prospects want to set the listener as the hero, not superhero... Call to action comes into play, and feel, the human brain is designed to.! How those might be affair, you 'll find how storytelling activates 7 regions of the story you re! Major benefits of using storytelling in your clients ’ lives, how much did they thank you most for stories! Story by email ( and see if they click and read it ) the., preferably in the logical and emotional sense here are five you want to avoid: on. Telling a story, you ’ re a less than accomplished storyteller don ’ t afraid to holiday. Completely arrested when the product was onboarded playbook for winning sales teams, featuring lessons, and. With both logic and emotions in play how those might be met more effectively probably getting a low close.! They thank you most for story and not a dry pitch from another salesperson it is 100 true! Read it ) in order to sell, they ’ ll want to be the need pain. Tell, stories sell ' and reduced pain our prospects designed to love stories listener as the,! With it is 100 % true tell sales stories and makes it easy to understandâand to..., within the space of two weeks, I attended three different sold-out storytelling events take. Are far from dead and buried increase sales channels this holiday season overall story the art of storytelling in sales. 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