{"id":2408,"date":"2016-05-09T23:48:29","date_gmt":"2016-05-09T23:48:29","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=2408"},"modified":"2016-05-09T23:48:29","modified_gmt":"2016-05-09T23:48:29","slug":"3rd-party-story-telling","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/3rd-party-story-telling\/","title":{"rendered":"3rd Party Story-Telling"},"content":{"rendered":"<p>Mattson&#8217;s Rule #45 instructs salespeople to express their feelings through third party stories.\u00a0 I found this rule to be especially interesting.\u00a0 Using third party stories is the most non-threatening way to approach a difficult sales situation.\u00a0 This approach also takes the personal aspect of the situation away and can help the prospect to feel more comfortable and open up about their own situation.\u00a0 Often times, prospects can&#8217;t see the seriousness of their own situation.\u00a0 Sometimes third party stories shed light on a situation in a way that a direct confrontation could not.\u00a0 This approach applies not only to sales, but also to life in general.\u00a0 It is a well-known fact that story-telling is an age-old method for breaking through emotional and psychological clutter.\u00a0 Oftentimes fear, guilt, and shame can block truth from reaching a prospect.\u00a0 Using a third party story to discuss the situation can break down many barriers that may be preventing the acknowledgement of a problem.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Mattson&#8217;s Rule #45 instructs salespeople to express their feelings through third party stories.\u00a0 I found this rule to be especially interesting.\u00a0 Using third party stories is the most non-threatening way to approach a difficult sales situation.\u00a0 This approach also takes the personal aspect of the situation away and can help the prospect to feel more [&hellip;]<\/p>\n","protected":false},"author":82,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2408","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2408","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/82"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=2408"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2408\/revisions"}],"predecessor-version":[{"id":2409,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2408\/revisions\/2409"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=2408"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=2408"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=2408"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}