What Makes Simple Storytelling So Powerful In Sales?
- by D Chen
- •
- 08 Apr, 2018
- •
In this blog, we are going to explore the three key components that are needed to identify a sale opportunity. Then, we are going to share with you how to use simple storytelling ideas to help you sell.
Whether you're a salesperson or not, we all need to sell ideas or convince someone to believe in us which is why I made this story vlog to share with you today.
Otherwise, what you say or try to sell may fall on deaf ears.
Let's start by identifying the desire to buy.
For example, if you sell credit cards, you can ask someone if they travel a lot because your card offers travel benefits.
Don't ask a random person in the mall "Are you looking for a credit card?" because I think people are not willing to invest their time if there's nothing in it for them during the point of the first contact.
If you have found a prospect who is interested, then great, you have identified a person who has a desire to buy into what you have to say.
The next task is to build rapport or likeability to your approach.
You need to carry the conversation by sharing topics of mutual interest but not sound sleazy. Topics such as:
Don't rush the process because people don't like being sold to especially by a person that they do not know or trust.
You can build trust by doing these simple things such as:
If you have reached this stage, listen carefully to what your customer is asking. Sometimes, they just need some form of validation.
That's when you can use storytelling to illustrate the benefits of your product.
For example, I am often asked how am I different from my competitors as a content publisher.
What I would do is to keep some references handy with me:
Just a quick recap.
And use storytelling to illustrate your idea to highlight your value proposition.
Thanks for hanging out with us. Until then, this is Dom from Publish A Story.
Don't forget to like, share and subscribe to help us create more content about business storytelling for you.
See you in the next episode.
There are three components required to sell. They are:
- The prospect has a desire to buy
- The prospect likes you
- The prospect can trust you
Otherwise, what you say or try to sell may fall on deaf ears.
To identify if there is an opportunity to sell, the best place to start is to ask a good qualifying question.
Let's start by identifying the desire to buy.
For example, if you sell credit cards, you can ask someone if they travel a lot because your card offers travel benefits.
Don't ask a random person in the mall "Are you looking for a credit card?" because I think people are not willing to invest their time if there's nothing in it for them during the point of the first contact.
If you have found a prospect who is interested, then great, you have identified a person who has a desire to buy into what you have to say.
The next task is to build rapport or likeability to your approach.
You need to carry the conversation by sharing topics of mutual interest but not sound sleazy. Topics such as:
- Places you both have visited together
- Favourite sports or tv shows
- If your kids are of similar age
- Mutual problems of which you can help to solve with the product or service that you sell.
Don't rush the process because people don't like being sold to especially by a person that they do not know or trust.
You can build trust by doing these simple things such as:
- Sharing a genuine smile when you approach someone and I mean it. Don't fake a smile or fake a laugh because it will backfire on you.
- Personal grooming: look presentable at your meeting place to show that you respect the space you share with others
- Transparency: It means selling your product or service as advertised and you do not have hidden charges
- Demonstrate experience in your area of service. This means that you give sufficient advice to help your prospects to make a decision on your offers that best suit their needs.
When it comes to simple storytelling, I mean it. Keep it simple.
If you have reached this stage, listen carefully to what your customer is asking. Sometimes, they just need some form of validation.
That's when you can use storytelling to illustrate the benefits of your product.
For example, I am often asked how am I different from my competitors as a content publisher.
What I would do is to keep some references handy with me:
- Pictures on my phone of 'before and after' type of image to visualise the work I have done
- Videos of actual work that I have done
- Have my 'elevator speech' handy to explain our unique selling proposition
- PDFs of a particular topic of interest that I can send immediately on WhatsApp
- Leave a contact or a business card and let customers know how they can reach me in case they have further questions.
Just a quick recap.
Sale = Desire to buy + Being Likeable + Being Trustworthy
And use storytelling to illustrate your idea to highlight your value proposition.
Thanks for hanging out with us. Until then, this is Dom from Publish A Story.
Don't forget to like, share and subscribe to help us create more content about business storytelling for you.
See you in the next episode.
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