The Power of the Sales Story

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Recall a time when you had a client come to you with a particular problem.

 

What they bought from you based on your recommendation. 

What happened? 

What changed for them in terms of solving the problem  and just as importantly how was their condition improved? 

Here's and example of a sales story 

CLIENT PROBLEM

Client came to me needing a new wetsuit - said the one they  had was way too restrictive and wasn't keeping them warm anymore. 

WHAT YOU DID TO FIX IT

Based on the amount of surfing they did I suggested a new release  wetsuit we carry which uses an ultra stretchy lightweight material. 

WHAT HAPPENED and HOW THEIR LIFE CHANGED AS A RESULT

I saw them a week later at the beach and they said that by comparison  the new wetsuit was so light and flexible and warm they said it literally felt  like they were surfing in the nude. (as a side note some wetsuits really are 
that good :)

Here's a few reasons why doing this exercise on your own is a great idea... 

-It's gets your team back in touch with the true value of your product
  and in ding so can literally restore confidence in the product and the brand. 

-The story can be used by anyone in your organisation in the selling process
 

-You can use it as a testimonial with the clients permission of course
 

You can insert a story into a sales presentation simply by saying...  "this reminds me of a guy that came to see me last week who.... 

They great thing about inserting your story into a sales presentation  especially when you are starting a relationship with a new client is that  it literally bi-passes the critical part of the brain in the listener  which typically is on high alert when you are talking to someone for the  first time. 

This is a simple idea I know but it is deadly effective and I urge you  to give it a crack either on your own or with your team today.
 

Take care of yourself and the ones you love.


John Blake 
www.johnblake.com.au

 


About

John Blake has been in direct sales for the past 22 years. Over this time John has been a highly successful sales person, sales manager and business owner.

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