"These are not my pants!": A Loyalty-Building Story for Salespeople

"These are not my pants!": A Loyalty-Building Story for Salespeople

http://traffic.libsyn.com/leadwithastory/SWAS_045.mp3Podcast: Play in new window | Download | EmbedSubscribe: Android | RSS {#24 in the series of the 25 most useful sales stories} “Hello. I’m Mark Bowser, and these are not my pants.” If you’d been in one of Mark Bowser‘s customer service training classes in Indianapolis in the late 1990s, those are the first…

3 Ways to Use Storytelling After the Sale

3 Ways to Use Storytelling After the Sale

http://traffic.libsyn.com/leadwithastory/SWAS_044.mp3Podcast: Play in new window | Download | EmbedSubscribe: Android | RSS {#23 in a series of the 25 most useful sales stories} Just because you’ve closed the sale doesn’t mean the need for storytelling has ended. In fact, the best salespeople continue to use storytelling after the sale in three primary ways:    …

Getting Past Procurement and Having Fun Doing It

Getting Past Procurement and Having Fun Doing It

http://traffic.libsyn.com/leadwithastory/SWAS_043.mp3Podcast: Play in new window | Download | EmbedSubscribe: Android | RSSMike Weinberg is pissed off. And if you work in sales, you should be, too. And that very righteous anger is directed at people in his own industry — the sales coaching and training business. In particular, it’s directed at people holding themselves out…

Coaching the Breakup - Helping your Prospect Fire Their Current Supplier to Make Room for You

Coaching the Breakup - Helping your Prospect Fire Their Current Supplier to Make Room for You

http://traffic.libsyn.com/leadwithastory/SWAS_042.mp3Podcast: Play in new window | Download | EmbedSubscribe: Android | RSS [#22 of the 25 Most Useful Sales Stories] This is the most creative use of storytelling in closing the sale that you’re ever likely to come across. It’s definitely not one I expected to find when I was doing the research on sales…

Salespeople: Steve Jobs Didn't Need Empathy, So Why Should You?

Salespeople: Steve Jobs Didn't Need Empathy, So Why Should You?

http://traffic.libsyn.com/leadwithastory/SWAS_041.mp3Podcast: Play in new window | Download | EmbedSubscribe: Android | RSS Do you really need empathy to be a good sales rep? My podcast guest this week says no. He’s Nicolas Vandenberghe, CEO of Chili Piper. Nicolas started his career selling newspapers in the streets of Paris in high school, studied math in undergrad,…

7 Principles of Ethical Persuasion

7 Principles of Ethical Persuasion

http://traffic.libsyn.com/leadwithastory/SWAS_040.mp3Podcast: Play in new window | Download | EmbedSubscribe: Android | RSS What’s the difference between ethical persuasion and manipulation? That was the primary topic of my conversation this week with Brian Ahearn. And it’s an important difference that any salesperson, marketer, or leader (all of whom influence people for a living) needs to be…

Salespeople: Arm Your Sponsor with a Story, Not Just a Pitch

Salespeople: Arm Your Sponsor with a Story, Not Just a Pitch

http://traffic.libsyn.com/leadwithastory/SWAS_039.mp3Podcast: Play in new window | Download | EmbedSubscribe: Android | RSS {#21 in a series of the 25 Most Useful Sales Stories, from Sell with a Story} Every salesperson worth their salt does their best to get in front of the ultimate decision-maker. But we all know that’s not always possible. Usually, that’s because…

Software Demos Are Broken -- Here's How to Fix Them

Software Demos Are Broken -- Here's How to Fix Them

http://traffic.libsyn.com/leadwithastory/SWAS_038.mp3 Podcast: Play in new window | Download | Embed Subscribe: Android | RSS Software demos are broken, and everyone who sells software knows it. Greg Dickenson realized that when his boys came home from college for a visit. They needed to keep up with their online courses while they were home, so they pulled…