Story Telling

Have you ever been in a conversation where someone uses a third party story in order to illustrate something important to them that they want to convey to you? Have you ever had a bad story told to you in that way?

In sales, often using third party stories can be very beneficial towards the success of whether or not you make or break a sale. Being able to illustrate how you have serviced others in a way that left them satisfied can add a ton of credibility to your name especially if they contact those clients to get the information from for themsevles. A couple of things to keep in mind whenever telling these third party stories that should be highlighted are first off avoiding bad third party stories. Sometimes when you think a certain story will help your credibility because it sounds good in your head may not be the case when you actually speak it or if the third party story is one that is about someone who disliked your services so just make sure you are using a story that drives your credibility up.

Continuing, storytelling is going to help target the emotional and psychological side of the client helping them tie emotions to the situation which can often times favor your side by being able to show how you can be the one to fix the problem that you find out.

Switching gears, when you tell third party stories you are going to be able to help the prospect see how serious the issue that you want to help them solve is. Allowing the prospect the time to see this as well is very helpful because it kind of helps them arrive to the conclusion by themselves which reinforces the emotional part into the whole equation.