Sell with a Story Podcast Series: Sales Expert Interviews and the 25 Sales Stories You Need   This podcast is to help you use the art and science of storytelling to help you be more effective in your sales role. Most will be stories that come from interviews conducted with professional sales and procurement managers from over 50 companies around the world, including: Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, Kroger, Cushman & Wakefield, Huntington Bank, Ghirardelli Chocolates, Amway, and Children’s Hospital. On other episodes I’ll have guest authors and experts in the sales field, including bestselling sales authors like Mike Weinberg, Anthony Ianarrino, Mark Hunter, and Jeb Blount.

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“What’s your bottle of water?” A simple lesson in growing sales from Alex Goldfayn

A recently got a chance to chat with Alex Goldfayn, CEO of the Evangelist Marketing Institute. He’s one of the top-rated and most requested sales speakers in the world, and the author of several books, including his most recent one, Selling Boldly: Applying The New Science of Positive Psychology To Dramatically Increase Your Confidence, Happiness [read more]

Your Product’s Invention or Discovery Story

{The 12th in a series of the 25 most useful sales stories.} This story marks our transition from the rapport building phase of the sales process to the actual sales pitch itself. And for most salespeople, this is the heart of the matter—this where most of the traditional selling is done, and where most of [read more]

Your “How We’re Different From Our Competitors” Story

Professional buyers will tell you (like they told me) that competitors in just about every space are so similar that it’s hard to tell them apart. They need a differentiation story—which means you need a differentiation story. One of my favorite examples of that comes from Sharad Madison, CEO of United Building Maintenance. UBM is a [read more]

5 Steps to Speaking Your Customer’s Secret Language

Who knew you could learn so much about running a business and understanding your customers from a professional photographer and a candle? I didn’t. But then I had a chat with Jeffrey Shaw, former photographer turned business coach and author. He spent three decades as highly-sought after portrait photographer. Now he’s the host of business [read more]

A Leader’s Guide to Storytelling with Data

Can you use the same storytelling techniques with data that you can with words? Of course, you can. In a previous article, I shared one method of telling stories with data. In the video above, I’ll show you another method that I call the “Discovery Journey” story method. And it has nothing to do with [read more]

A 6-Minute Guide to Storytelling with Data: The “How We Got Here” Method

Can you tell stories with data like you can with words? Absolutely! In the video above, I’ll show you one of my two favorite methods for doing that. Have a look, and then try it out yourself. If you’d rather read, see below. But the video is a lot more fun! (If you have trouble [read more]

Give Your Sales Team a Company Founding Story That’s Not BORING!

Nobody ever quit their job and started their own company for a boring reason. And that’s why one story every salesperson should have in their arsenal is their company’s founding story. It introduces the prospect to the person who started your company and helps them see and feel why it was started in the first [read more]

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]

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]

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]