http://traffic.libsyn.com/leadwithastory/SWAS_019.mp3Podcast: Play in new window | Download | EmbedSubscribe: RSShttp://traffic.libsyn.com/leadwithastory/SWAS_019.mp3Podcast (sell-with-a-story-series1): Play in new window | Download | EmbedSubscribe: RSS 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…

http://traffic.libsyn.com/leadwithastory/SWAS_018.mp3Podcast: Play in new window | Download | EmbedSubscribe: RSShttp://traffic.libsyn.com/leadwithastory/SWAS_018.mp3Podcast (sell-with-a-story-series1): Play in new window | Download | EmbedSubscribe: RSS{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…

http://traffic.libsyn.com/leadwithastory/SWAS_017.mp3Podcast (sell-with-a-story-series1): Play in new window | Download | EmbedSubscribe: RSS{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…

http://traffic.libsyn.com/leadwithastory/SWAS_016.mp3Podcast: Play in new window | Download | EmbedSubscribe: RSShttp://traffic.libsyn.com/leadwithastory/SWAS_016.mp3Podcast (sell-with-a-story-series1): Play in new window | Download | EmbedSubscribe: RSS{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…

http://traffic.libsyn.com/leadwithastory/SWAS_015.mp3Podcast: Play in new window | Download | EmbedSubscribe: RSShttp://traffic.libsyn.com/leadwithastory/SWAS_015.mp3Podcast (sell-with-a-story-series1): Play in new window | Download | EmbedSubscribe: RSS{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…

Podcast: Play in new window | DownloadSubscribe: RSS Podcast (sell-with-a-story-series1): Play in new window | DownloadSubscribe: RSSThis 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.…

http://traffic.libsyn.com/leadwithastory/SWAS_013.mp3Podcast: Play in new window | Download | EmbedSubscribe: RSShttp://traffic.libsyn.com/leadwithastory/SWAS_013.mp3Podcast (sell-with-a-story-series1): Play in new window | Download | EmbedSubscribe: RSS [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…

http://traffic.libsyn.com/leadwithastory/SWAS_012.mp3Podcast: Play in new window | Download | EmbedSubscribe: RSShttp://traffic.libsyn.com/leadwithastory/SWAS_012.mp3Podcast (sell-with-a-story-series1): Play in new window | Download | EmbedSubscribe: RSS (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.…

http://traffic.libsyn.com/leadwithastory/SWAS_011.mp3Podcast: Play in new window | Download | EmbedSubscribe: RSShttp://traffic.libsyn.com/leadwithastory/SWAS_011.mp3Podcast (sell-with-a-story-series1): Play in new window | Download | EmbedSubscribe: RSS 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…

http://traffic.libsyn.com/leadwithastory/SWAS_010.mp3Podcast: Play in new window | Download | EmbedSubscribe: RSShttp://traffic.libsyn.com/leadwithastory/SWAS_010.mp3Podcast (sell-with-a-story-series1): Play in new window | Download | EmbedSubscribe: RSSToday’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…