In class, we learned about Sandler Rule #45: Express Your Feelings Through Third Party Stories. Third party stories make situations less threatening, less personal, less intimidating. These are an easy way for prospects to take in potentially painful or embarrassing information. However, avoid bad third-party stories at all costs. This can turn customers away. Stories still should be truthful, but pick the ones that will truly help your business and your prospect out.
Customer reviews are what a lot of people look for now these days. As someone who is a visual learner, third-party stories have always helped me out in different buying situations. By knowing what other people who have experienced and gone through, and hearing about them, this could make or break me buying something.
Third-party stories can also be helpful because prospects often can’t see the seriousness of their own situation. Fear, guilt, shame, and denial are powerful blockers of truth. Story-telling is an age-old method for breaking through emotional and psychological clutter. Becoming an expert at telling relevant stories designed to “lift the fog” which means helping a client lift the fog means help the client see clearly. Third-party stories will help give people an idea of how other clients have had success from what you have done and what you can do for them.
BoweryJE22
Nice blog post! I agree. As a communications major, I have learned a lot about the art of storytelling. I find storytelling to be more personal which ultimately can allow the consumer to feel more relaxed when being sold to.
Great post! It really does make a difference when an outsider said something about a business or service.
Awesome post. With storytelling become increasingly important, it matters to know what type of storytelling is appropriate in what contexts. This is an awesome rundown of why third-person storytelling specifically can work very well in sales.
Story telling is a great idea. Additionally, I think telling your story to a client is a useful tool because you are selling yourself to the client