In class, Professor Sweet explained rule #45: Express your feelings through third-party stories. I cannot say I have seen or done this in a sales scenario, but I have done it with friends before. This is an effective technique to use on someone who needs to hear/see the truth without feeling shamed, embarrassed, etc. For example, my friend was going through an issue and I was able to tell a third-person story about being in a similar situation and how they overcame the problem. This technique can make a situation less intimidating, but rather help the person know how to solve the problem they’re facing. I think this could be very useful in a sales meeting. You can tell a story from third-person and the prospect can see how serious the situation is and ways to overcome the problem in the situation. Also, this technique can make the sales meeting less nerve-racking and help both the salesperson and the prospect feel more comfortable towards each other. While this can help both parties become more comfortable with one another, it should be a form of guidance for the prospect. Having a similar story to tell can show the prospect what they might want to consider doing and not doing.
By Rachel Goetz
BoweryJE22 2 thoughts on “Telling Third-Party Stories”
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Rule #45 is definitely a good rule to follow. Your spot on with your point about rule #45 allowing customers to see the truth without feeling embarrassed or ashamed. For me, there are many example of this rule being practiced, in both personal and professional settings. It allows the individual to feel more comfortable and relaxed, which is valuable in a situation where they awkward about their own problem (pain).
Using this rule with 3rd party stories is helpful as well because maybe instead of a story about yourself the focus is on others. Sometimes if you tell a story of yourself, the client or a friend might be hurt that you are turning the conversation to focus on yourself