Category: Sell with a Story Podcast

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…

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:    …

http://traffic.libsyn.com/leadwithastory/LWAS_115.mp3Podcast: Play in new window | Download | EmbedSubscribe: Android | RSS Confession: I was a little disappointed when I started reading this book and realized it was fiction. I thought I was reading a serious, non-fiction business book. But then I couldn’t put it down. And by the time I was done, it was…

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…

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…

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,…

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…

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…

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…

Has this ever happened to you? You finish what seems like a great sales call. The buyer says that they definitely need what you’re selling, and the price and quality are both fine. They’ll definitely place an order. “But,” they say, “now’s just not the right time. Come back in six months.” Of course it…