Story telling is a valuable skill in sales.
And one that salespeople often disregard in favor of talking about their company or their product/service.
Consider the following approach:
"Many of our customers find that by using our product they can increase their production by 12 percent. What would a 12 percent increase mean to your company?"
Once the prospect has imagined what such a boost might mean, follow up with even more leading questions.
"What would this boost allow your company to do? What would that mean for you, personally?"
Each answer leads the prospect to the conclusion that they absolutely have to buy what you are selling-a conclusion they have reached all by themselves.
Or so it will seem.
You're not selling them but rather helping them think through how the product or service will impact their world.
They'll come out of these meetings thinking well of themselves and well of you, which strengthens what should become be a long and profitable relationship
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