Today, Jason Cutter is a sales success architect who coaches and trains successful salespeople. But in his past, he had several sales jobs in the trenches where he made the same kind of mistakes most of us make early in sales. Jason joined me this week to share two of his early mistakes and what…
Category: Sell with a Story Podcast
"These are not my pants!": A Loyalty-Building Story for Salespeople
If you’d been in one of Mark Bowser’s customer service training classes in Indianapolis in the late 1990s, those are the first words you would have heard him say as he introduced himself.
3 Ways to Use Storytelling After the Sale
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
Mike 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
Coaching the Breakup - Helping your Prospect Fire Their Current Supplier to Make Room for You
This is the most creative use of storytelling in closing the sale that you’re ever likely to come across.
Salespeople: Steve Jobs Didn't Need Empathy, So Why Should You?
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.
7 Principles of Ethical Persuasion
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 salesperso
Salespeople: Arm Your Sponsor with a Story, Not Just a Pitch
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.
Software Demos Are Broken -- Here's How to Fix Them
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
A Smart Salesperson's Response to "Now's just not the right time. . ."
http://traffic.libsyn.com/leadwithastory/SWAS_037.mp3Podcast (sell-with-a-story-series1): Play in new window | Download | EmbedSubscribe: Android | RSSHas 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…