How to Capture Attention, Build Trust, and Close the Sale
By Paul Smith (2016)
Despite all the high tech that's available today, stories still sell. Pure and simple the best way to influence someone is to tell them just the right story. You should treat storytelling like any other professional skill that you progressively work at and refine.
Based on interviews with hundreds of sales professionals and managers, there are in fact 25 generic sales stories you should prepare beforehand so you have them ready to use at a moment's notice.Build a personal database of your own versions of these 25 stories and then learn how to deliver them convincingly. Do that and you have positioned yourself to excel.
PAUL SMITH is an expert on the art and effectiveness of organizational storytelling. He is a keynote speaker, coach and the author of three books including the bestseller Lead With a Story. He formerly worked as a consultant at Accenture and for 20 years as an executive with Procter & Gamble. He consults with Fortune 500 companies such as Hewlett Packard, Google, Ford Motor Company, Bayer Medical, Abbott, Novataris, Progressive Insurance and Procter & Gamble. He is a graduate of the Wharton School at the University of Pennsylvania.