What is your Story?

That doesn't mean facts aren't important. It just means they have their proper time and place.

So next time you tell someone about your Opportunity or your Product, tell a story. Don't rely on facts and statistics alone. Instead, try persuading your prospects by telling a story. Now there is a small problem. If you have no experience with success, or with a product, well, it is tough to come up with a story. 

How can you be passionate about something you have never tried or done? 

I will never ask you to do what I have not done. "Follow me" means I am doing it first.

Of course, facts still have a place. you still need to explain features and benefits, but only give out facts in support of your story.

Storytelling is truly the essence of the "soft sell" method of salesmanship. This is where you use subtle persuasion in a non-aggressive nature. This doesn't mean you are passive; rather, this technique is designed to push a product or service without coming off as pushy. A better word than push is promote.

Why is this so important in today's market environment? Because we are supposed to be identifying and meeting the needs of the consumer. With a hard sell facts first presentation what you are doing is exposing your neediness to make a sale. The buyer immediately feels that you need him to buy, not that what you are promoting is what HE needs.

Neediness kills deals

There is actually a scientific reason for this, and it has to do with neuroscience of the brain, in particular how the brain stem processes information. When we are first approached by another person our brain automatically evokes fear. That's right, our fight or flight response is triggered. So if you want your information to get past that first neuro response and to the part of the brain that tells us everything is ok, you need to start with a story.

Smart companies and sales reps know that a good story captivates and disarms an audience. It makes them think, it also makes them feel emotion, and that's what inspires and motivates them. Storytelling in business helps create a more trusting and productive relationship with any prospective audience.

This is important to remember because stories get your prospects' attention, makes you stand out, and spreads your message. Just make your message fast, novel, visual, and have a narrative that unfolds without the audience guessing the end.

Make your next presentation a story, and increase your chances of closing that sale.