Why values-based storytelling is the path to success
Sales is changing, and value-based storytelling is the path to future success. Sales have changed over the years. In the early part of the last century, marketers would launch a product. In recent years we have seen the movement to challenge the client with new ways of looking at their situation. You hear the buzzwords selling insight and driving ideas. Buyers are now more informed than in the past. They can find information about products and companies on the Internet. They can even find opinions from others in their industry. So they now see insights into the specific business impacts and results of their organization.
The changing role of the seller
As a result of this evolutionary change in sales, the role of the salesperson has changed. They must search for opportunities, develop strong relationships, help customers discover needs, and work with them to develop solutions. They will also need to be skilled negotiators and help customers manage change as they implement the product or service.
Storytelling is the must-have skill of the future
Storytelling is the most flexible and powerful skill available to succeed in this role. Because? Storytelling can help you build interest and attract buyers to keep your portfolio full. Relationships are built on the trust that develops from getting to know yourself better. The storytelling builds that trust, as it includes emotional words that calm customers’ fears and doubts as they release the safety and trust hormone, oxytocin. You can tell different types of stories at various points in the sales cycle. The trust built through these stories convinces clients to work with you to uncover needs and develop solutions.
Stories help customers make decisions
Stories put things in context, making it easier for customers to digest complex information and make a decision. As CEO and producer Peter Guber relates in his book say to win, Stories use “state of the art” technology to attract and gain customer engagement. The stories change negotiations from a tug of war of wills to participatory debates. They turn customers into active participants, and they want to negotiate on the day the solution is implemented, and the sooner the better.
Once they make a decision, stories can help clients manage change. Stories of successful change in other organizations and stories with “What’s in it for me” visions help employees support change. People want to feel part of the action. Stories help them experience these emotions by making them laugh, cry, get excited, and seize new opportunities. It’s critical that you become a good storyteller so your audience can challenge old beliefs, get their questions answered, and then take ownership of your solution or service and act on it.
Approved Experts
Experts like Steve Jobs of Apple, Paul Smith of Proctor and Gamble and Peter Guber of Sony Pictures and other entertainment groups, and many other successful people have found that stories well told are the most powerful way to connect, persuade and win business now. . and in the future
Learning sales storytelling skills can help you achieve fantastic success in 2020 and beyond. Start now.