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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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]

#6 of the 25 Most Useful Sales Stories: An “I’ll tell you when I can NOT help you” story

{The 6th 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. [read more]

#5 of the 25 Most Useful Sales Stories: A “Why I Do What I Do” Story

{This is the 5th in a series of the 25 most useful sales stories salespeople should have in their repertoire.} The major premise of Simon Sinek’s bestselling book Start with Why can be summarized in his statement “People don’t buy what you do; they buy why you do it.” It should make sense, then, that in order [read more]

5 Ways Great Salespeople Get Buyers to Tell Their Most Important Stories

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This series is dedicated to helping you tell better sales stories. But your first objective in a sales call shouldn’t be to tell any of your stories. It should be to get the buyer to tell you their stories. If you don’t hear their stories first, how will you know which of your stories to [read more]

Sales Story #4: How to Relax and Take the Stress Out of a Sales Call

[This is the 4th in a series of the 25 most useful sales stories salespeople should have in their repertoire.] In conducting my research on storytelling in the sales space, I read dozens of books and interviewed sales and procurement managers at over 50 companies around the world. One of the more unexpected, and quite frankly, amusing, [read more]

Sales Story #3: Your Personal Motivation Story

(This is the 3rd in a series of the 25 Most Useful Sales Stories salespeople should have in their repertoire.) In 2008, Wharton management professor and social psychologist Adam Grant conducted a very telling study. He and two research assistants went to an outbound call center where a fund-raising organization was raising money for a [read more]

The Mysterious Brown Bag: Closing Your Toughest Sales Challenges Using Emotional Intelligence

My guest this week is sales guru Jeb Blount. He’s one of the very best-selling authors of books about sales and has written over 10 of them. He joined me on this week’s podcast to talk about his new book, Sales EQ: How Ultra-High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. We had [read more]

Sales Story #2: Your “Who I’ve Helped and How I’ve Helped Them” Story

Today’s article is the second in a series of the 25 most useful sales stories salespeople should be able to tell. As a reminder, those 25 are the result of my interviews with professional sales and procurement managers at over 50 companies looking for where salespeople are most effectively using storytelling throughout the entire sales [read more]