Story telling in business in powerful and profitable. People buy on emotion and justify their purchases logically. Often when engaging in the marketing conversation we thing that what will sell the customer are facts and figures. Actually fact and figures pose a hurdle between seller and buyer.
You want your customer to access all their senses when considering your product or service. The simplest way to access what I call, the buyer's buying brain, is to engage in the most primitive and effective method available and that is through telling stories.
I've interviewed a large number of business professionals on the main topic of story telling in business to learn why they don't use story telling as selling strategy. Several said they did not think it was obviously a strategy but rather something they were doing to build rapport.
To close more deals learn to craft selling stories that trigger a buying reaction. Selling stories give attention to the problem, solution, and results a client gets when utilizing your product or service. Your customer has a problem your product or service helps to solve. The obstacle is the fact most sales professional bombard customers with all the features, benefits, and data that are unnecessary to the customer during the making decisions process.
Open their hearts and thoughts with stories. Check away Mark Satterfield's book Unique Sales Stories. It will provide you with a fairly easy to follow recipe for creating your personal selling stories that create stronger psychological connection with your customers.
Now for a brief lesson on neuroeconomics. Folks buy based on feelings and justify their judgements with logic. Stories hook up to the most old fashioned part of the brain. The goal during any sales conversation is to make an emotional relationship with your customers. Thoughts are a powerful driving force to take action.
To be able to illustrate this point let me share something that happened recently a friend of mine. My pal Donna got into a car accident. She was switching lanes when she struck an car on the left lane. She explains the moment as happening both fast and sluggish. At the moment of the impact so many things exhibited through her mind: "Oh no, no no, this is not happening right now. I don't have time for this. I am going to be past due for the meeting, I actually hope is quite good. " A string of thoughts raced as she taken over and stopped the vehicle. As she got from the car she turned and looked at the other driver to be sure they were OK. Andrea then hurried to the front of the car where nearly all of the damage had happened.
As she faced the front the car, the girl brushed her hair again over and over as the lady stood there looking at the metal carnage. The entire front end bbq grill laid on the asphalt like a scene away of Transfomers. Headlights looked like the facial skin of a mangled robot attempting to hold on to life. Smoke cigarettes, debris, and her tears falling to the floor as time stood still. As the ordeal developed the tow truck driver tore the reminder of the grill right off the car. She gasp as as he tore it almost mercilessly off the car. Shortly after one other driver left the landscape. Andrea did not take down some of their information. The tow truck motorist asked "Did you get the VIN number from the other driver before they left? " "No, I didn't even want to do that. Why? inches she said "Well, if you count four figures from the finish in, that number will at let us know information about the driver" he said. "Wow We had no idea" she said.
I asked my friend, "what did you wish he had told you at the point? " "I really wish there was an iphone app for that!! I'm not joking that is just what I thought. I wish there was an application that would have made it easy to capture all this information. " the lady said. "You may look into Farmers Insurance because I think they have it" I said. The few weeks later she told me that not only did she switch to Farmers, but made sure to have a camera in her car at all times for capturing pictures of the entire crash scene. She didn't want to use just her phone but an actual camera that will show images clearer in circumstance she ever had this happen again.
Readers, I don't work with Farmers and I am not promoting any one insurance on the other. But can you see how I could use this story if I was an insurance agent? Or perhaps how about if I actually owned a tow truck company and wanted to sell clients on having my service on retainer-like. I can educate them on how my drivers are definitely more than drivers, they will also help educate you as a consumer. You can spin this story in many ways.To become more data click here Sell my story.
The goal of selling stories is to make an emotional connection. Have got I said that enough times? As you move through your entire day today you will remember this history more that when I provided you fact and figures on why it's important to catch driver information and take pictures of the scene of an accident. It will help to protect you in case of litigation as well as false insurance coverage claims.
You may craft your selling reports buy analyzing how your product or service helps to solve problems. Right here are some tips to get you started:
Create a set of the problems your product of service solves
List various tales that you have experience that tie back to the solution
Write-out order phrase for word how your customer found you and the situation you solve. This particular step is key because when you craft your stories you want as much details as possible to create a movie in the mind of the client. This will help them see themselves in the story with most of your figure.
Test the story. Tell the story to other people to see how they respond. It does not must be sensational. The key is to craft reports that create images in the mind of the listener enough for them to feel like "yeah this could happen to me and i also don't want that".
Rewrite it until it's clear that your story has the problem, solution, and results that lead the customer to decide to buy your product or service.To get additional facts click the link sell your story.
You want your customer to access all their senses when considering your product or service. The simplest way to access what I call, the buyer's buying brain, is to engage in the most primitive and effective method available and that is through telling stories.
I've interviewed a large number of business professionals on the main topic of story telling in business to learn why they don't use story telling as selling strategy. Several said they did not think it was obviously a strategy but rather something they were doing to build rapport.
To close more deals learn to craft selling stories that trigger a buying reaction. Selling stories give attention to the problem, solution, and results a client gets when utilizing your product or service. Your customer has a problem your product or service helps to solve. The obstacle is the fact most sales professional bombard customers with all the features, benefits, and data that are unnecessary to the customer during the making decisions process.
Open their hearts and thoughts with stories. Check away Mark Satterfield's book Unique Sales Stories. It will provide you with a fairly easy to follow recipe for creating your personal selling stories that create stronger psychological connection with your customers.
Now for a brief lesson on neuroeconomics. Folks buy based on feelings and justify their judgements with logic. Stories hook up to the most old fashioned part of the brain. The goal during any sales conversation is to make an emotional relationship with your customers. Thoughts are a powerful driving force to take action.
To be able to illustrate this point let me share something that happened recently a friend of mine. My pal Donna got into a car accident. She was switching lanes when she struck an car on the left lane. She explains the moment as happening both fast and sluggish. At the moment of the impact so many things exhibited through her mind: "Oh no, no no, this is not happening right now. I don't have time for this. I am going to be past due for the meeting, I actually hope is quite good. " A string of thoughts raced as she taken over and stopped the vehicle. As she got from the car she turned and looked at the other driver to be sure they were OK. Andrea then hurried to the front of the car where nearly all of the damage had happened.
As she faced the front the car, the girl brushed her hair again over and over as the lady stood there looking at the metal carnage. The entire front end bbq grill laid on the asphalt like a scene away of Transfomers. Headlights looked like the facial skin of a mangled robot attempting to hold on to life. Smoke cigarettes, debris, and her tears falling to the floor as time stood still. As the ordeal developed the tow truck driver tore the reminder of the grill right off the car. She gasp as as he tore it almost mercilessly off the car. Shortly after one other driver left the landscape. Andrea did not take down some of their information. The tow truck motorist asked "Did you get the VIN number from the other driver before they left? " "No, I didn't even want to do that. Why? inches she said "Well, if you count four figures from the finish in, that number will at let us know information about the driver" he said. "Wow We had no idea" she said.
I asked my friend, "what did you wish he had told you at the point? " "I really wish there was an iphone app for that!! I'm not joking that is just what I thought. I wish there was an application that would have made it easy to capture all this information. " the lady said. "You may look into Farmers Insurance because I think they have it" I said. The few weeks later she told me that not only did she switch to Farmers, but made sure to have a camera in her car at all times for capturing pictures of the entire crash scene. She didn't want to use just her phone but an actual camera that will show images clearer in circumstance she ever had this happen again.
Readers, I don't work with Farmers and I am not promoting any one insurance on the other. But can you see how I could use this story if I was an insurance agent? Or perhaps how about if I actually owned a tow truck company and wanted to sell clients on having my service on retainer-like. I can educate them on how my drivers are definitely more than drivers, they will also help educate you as a consumer. You can spin this story in many ways.To become more data click here Sell my story.
The goal of selling stories is to make an emotional connection. Have got I said that enough times? As you move through your entire day today you will remember this history more that when I provided you fact and figures on why it's important to catch driver information and take pictures of the scene of an accident. It will help to protect you in case of litigation as well as false insurance coverage claims.
You may craft your selling reports buy analyzing how your product or service helps to solve problems. Right here are some tips to get you started:
Create a set of the problems your product of service solves
List various tales that you have experience that tie back to the solution
Write-out order phrase for word how your customer found you and the situation you solve. This particular step is key because when you craft your stories you want as much details as possible to create a movie in the mind of the client. This will help them see themselves in the story with most of your figure.
Test the story. Tell the story to other people to see how they respond. It does not must be sensational. The key is to craft reports that create images in the mind of the listener enough for them to feel like "yeah this could happen to me and i also don't want that".
Rewrite it until it's clear that your story has the problem, solution, and results that lead the customer to decide to buy your product or service.To get additional facts click the link sell your story.
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