How to Fix That “Salesperson” Reputation That Preceded You

Humans have a habit of judging people before even meeting them — often just based on what they do for a living. And unfortunately, just working in sales is sometimes enough to create rather powerful — and negative — preconceptions. And until you can get your prospect past those preconceptions, your job will be much [read more]

“Do the stories I tell at work have to be true?”

As a storytelling coach, I’m often asked, “Do my leadership or sales stories have to be true?” My perhaps surprising answer is, “No, they don’t. You can completely make up a story you tell at work, but only under one condition. And that condition is that you tell your audience you made it up. Otherwise, [read more]

A Dying Mother’s Gift to Her Children

When I was fourteen years old, my mother was diagnosed with an advanced case of pneumonia. For four months, her doctors tried every treatment known to cure it, none of which had any effect. Then they realized why. She didn’t have pneumonia. She had lung cancer. They’d been misled by the strangely uniform and checkered [read more]

Customer Success stories

This type of story shows someone successfully using your product or service and being satisfied with the result. Don’t confuse it with a testimonial, which can be as simple (and uninspiring) as quoting one of your existing customers saying, “I use this product and it works great.” Customer success stories are stories, not statements. What [read more]

Sales Story #8: Your “I’ll go to bat for you with my company” story

{The 8th in a series of the 25 most useful sales stories.} One of the types of stories you’ll find useful in the rapport-building phase of the sales cycle is one to assure your prospect that, when necessary, you’re willing to go to bat for them with your own company’s leadership. Of course, that doesn’t mean [read more]

One Question That Led to an Innovation Breakthrough for Procter & Gamble and Can Do the Same for You

TIDE HAS BEEN the number one selling brand of laundry detergent in the United States since soon after its introduction in 1946. The main reason for that is that the chemists and engineers at Procter & Gamble are committed to improving the cleaning formula year after year. In the late 1990s, one of the improvements [read more]

4 Steps to Ending the Parent-Teen Control Battle

Neil Brown is a psychotherapist and author of the book Ending the Parent-Teen Control Battle. He joined me this week to share 4 steps to break out of the too-typical battle of wills parents have with their teenagers. He shared an all too familiar example of parents of teenagers who fall short of their school and [read more]

Your “I’ll tell you when I made a mistake” Story (Sales Story #7)

{The 7th in a series of the 25 most useful sales stories} One of the things I learned from interviewing professional buyers was that there are two things salespeople can do to immediately earn buyers’ trust and credibility. In the words one buyer used to explain it, “First, tell me when you can not help me. And [read more]

Finding the Fire at Work: What We Can All Learn From the World’s Most Grueling Athletic Competition

“Over 70% of people are uninspired, disengaged, and passionless at work” – That’s according to author and speaker Scott Mautz. Scott joined me on my podcast this week to talk about how to change that. He shared the results of his work in that area from his new book Find the Fire: Ignite Your Inspiration [read more]

How NOT to Break a Date with a Boy

When Renée was a high school freshman, she did what many fifteen-year-old girls do. She developed a crush on a senior. We’ll call him Dave, and he was gorgeous. He was also smart, and funny, and mature, and he could drive a car. What was not to like? But he was a senior and not [read more]