2013 October

Part I – ‘The Storytelling Enterprise’ Promise: Conversation-Centric Selling

Posted by | Uncategorized | No Comments

This is the first of a four post series on The Storytelling Enterprise.  This series outlines the power and promise of capturing the organizations’ relevant selling stories for your sales team and – in a timely way – delivering them so they can be easily practiced and mastered.

‘Selling’ Stories Are Key to Good Selling

Companies hire salespeople to have influential conversations that compel prospects to consider — and ultimately buy – their offering.

When a good salesperson is having a conversation with a prospect, they are usually asking thoughtful questions, listening actively, and telling relevant stories.  These “selling” stories are typically short (no longer than three minutes—think four to six bullet points) and are usually about the salesperson’s industry, company, customers, competitors, or offering. They are often told in response to a prospect’s question or objection (stated or implied).

Please click here to continue this blog on the SharperAx blog site: