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May 2007
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July 2007

Storytelling for Business Pros

Most people have had the experience of trying to make a point to someone only to have the response be a blank stare.

When those moments happen, you were talking in a way the listener could not hear or understand you. As human beings, we best learn from pictures and stories.

Sales and marketing is easier using these ideas.

Tell stories about client successes instead of giving your standard sales presentation. Take the prospect through the start of your relationship all the way through the success your client had.

Or put your sales presentation into PowerPoint. But don’t use words, use pictures instead. Explain your point visually with pictures and minimal words.

Develop your storytelling skills and then put pictures to the words and see how much easier sales and marketing becomes.


What Makes a Great Salesperson

I recently had the opportunity to hire and train sales people for one of my client companies.

It was a very interesting exercise. One person went out, made calls consistently and within the first week, he made 2-sales on the same day.

But there was a fellow sitting in the training class that didn’t say much, did the exercises, developed his skills with this offering and got ready to go out.

When asked what he was going to accomplish he simply said "2-sales per day."

On his first full day out, he hit the streets hard, calling on people and running the Sales Process we developed like a man on a mission.

Then, at a time all the other sales people were home, I got a call for this sales person saying he made his first deal.

He also had 3 or 4 other appointments set up for the next week.

What made this person great in sales?

He didn’t stop. He kept reaching out to make stranger’s friends and friends clients.

He knew what he wanted to accomplish (2-sales a day) and did what it takes to fill the pipe line to make that goal a reality instead of just another missed opportunity.


The Energetic Sales Message

It's scientific fact. What you think leads to how you feel and how you feel dictates how you relate to the world around you.

So, when do sales messages catch the most attention and get the best response?

When they are delivered by a person who is on a mission; someone who radiates passion and purpose with every word. Someone who “thinks” they have something special to offer.

The reason why is very simple. Everyone wants to associate with people they feel are successful, happy and willing to go the extra mile to serve them. The passion you feel for what you do is the fuel that makes you “Sales Attractive”.

When you are on a mission to _________________ (fill in the blank) you will shout your message from the rooftops and tell everyone you can find.

Without passion you are just one of many voices screaming desperately for attention. For the most part, you are ignored.

But passionate energy attracts new prospects and makes closing sales the logical and desired conclusion for buyers.