Resolving Objections with a Story

{#17 in a series of the 25 most useful sales stories} As most salespeople have learned, the real selling doesn’t start until the buyer says no. That’s why there are all kinds of methods salespeople use for handling objections. Some of the more popular ones are:   LAIR: Listen, Acknowledge, Identify Objection, Reverse It) LACE: Listen, [read more]

Un-Stuffing the Stuffed Shirts

It’s lonely at the top. Or, so I’ve heard. And the reason is that senior executives are often viewed as unapproachable and impersonal. And in a military setting where officers have to send troops into deadly combat, that irreproachable stature is probably necessary. But in a business environment, it can do more harm than good. [read more]

Why I Wish I’d Never Bought That Fancy Red Sport Car

Jun-seo’s father loved fine automobiles. He always drove nice cars himself, and went to all the high-performance car shows — a real car aficionado. So Jun-seo grew up with a taste for fine cars himself. Having his own fancy sports car someday was a goal he set for himself at a young age. But buying [read more]

A Value-Adding Sales Story You Need in Your Repertoire

{Number 16 in a series of the 25 Most Useful Sales Stories.} Value-adding stories are stories that actually add to the attractiveness of the product. They literally make people willing to pay more money for your product than they would without the story. One example of that is the Pig Island story I told on [read more]

You’re a Leader, Not a Comedian — You Can’t Get Away With That

It’s okay to be funny in the office. In fact, I think a sense of humor is critical to success in life and work. But at work, you’re a leader, not a comedian. You don’t have the same latitude as a stand-up comic on stage. And to confuse the two can be costly. To sort through the [read more]

The Gift We Love to Receive But Hate to Give

Not too long ago, “ropes” courses were all the rage. Remember those? Outdoor team-building programs where people climb through trees on ropes and ladders. The idea is that going through some hardship together builds camaraderie and team spirit. So learning the value of patience was not what Dave Orewiler expected from his nine-day ropes course [read more]

A Two-Roads Sales Story

{The 15th in a series of the 25 Most Useful Sales Stories.} “Two roads diverged in a yellow wood.” That’s the opening line of one of Robert Frost’s most famous poems, The Road Not Taken. It describes a difficult choice the narrator has to make between two different paths, and how important it was that [read more]

What To Do When the Unwritten Rules Rule

Every company has two different sets of rules: the official rules written in the policy manual, and the unspoken rules that everyone actually follows. A classic example is working hours. Company guidelines might say that quitting time is five o’clock. But if everyone else works till six and looks at you funny when you leave [read more]

How to Build Confidence in New Situations

I think all parents want their kids to have a healthy sense of confidence, especially when they’re going into a new or unfamiliar situation — like attending a new school, or moving to a new neighborhood. Wouldn’t it be great if there was a proven way to do that in exactly those situations? Well, it turns [read more]

A Customer Success Story with a Twist

Customer success stories are probably the most common type of sales story. And they deserve to be. That’s because buyers trust what other customers have to say much more than what a salesperson says. So, your customer success story, even if you’re the one telling it, is far more credible than just your opinion. But, [read more]