We all know that telling stories is a great way to connect with people in daily life and in sales. However, it is hard to know how far to go with a story, how long the story should be, and if the customer or client finds the story interesting. To understand this more, I looked for a formula of how to incorporate stories into sales in an appropriate and interesting way. There are 5 things to keep in mind when telling a story to a client or prospect: know your client, keep it specific, don’t improvise, use imagery, and give a disclaimer.<\/p>\n\n\n\n
Firstly, knowing more about your client or prospect will enable you to know their interests and previous experiences. If you know those things, it is easy to tell a story that relates to them. Also, if you know some of their pain points, you can tell a story regarding a similar pain point which will allow your client to see that you understand that pain and you’ve had experience dealing with it. This will build trust between you and your client or prospect. <\/p>\n\n\n\n
Secondly, being as specific as possible when telling a story enables the client to get invested into the story. Once a person is invested in a story, they are more willing to hear statistics and facts because they take those more personally. Being vague with anyone will lead people to wonder what you are saying and can lead people to leave a conversation without taking anything positive away from it. Telling a vague story is impersonal and confusing. <\/p>\n\n\n\n
Thirdly, don’t improvise. It is a terrible idea to make up a story or add parts to a story that are not true. There is a chance that a client will ask about the false parts of the story which will leave you in a tricky situation. Also, it is easy to forget or keep track of what you made up. Trust is built on a solid, honest foundation. Flashy yet false stories will only get you so far for so long. <\/p>\n\n\n\n
The forth point is to use imagery. Imagery allows the story to come to life. A client will be able to picture the scenario and feel more connected to the story. It is also a good way to get a person’s attention. If the person can imagine what you are talking about then that will also lead them to be invested in the story. <\/p>\n\n\n\n
Finally, you should give a disclaimer. If you are giving a scenario instead of a real life story, then it is important to make that information known. A client may take a scenario as a real life situation which can be misleading. Just be careful to distinguish between the two. <\/p>\n\n\n\n
Attached is a website that gives examples for each of the 5 steps. https:\/\/www.thebalancecareers.com\/telling-a-sales-story-2917227 <\/p>\n","protected":false},"excerpt":{"rendered":"
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