The Power of Storytelling and Its Benefits in Sales: Reveals four powerful research-driven reasons for using stories during sales conversations.
When to Tell Stories: Describes five specific objectives stories can help salespeople achieve
The Structure of Stories That Sell: Introduces a five-point story structure salespeople can use to craft stories that will make an impression on their customers.
Making a Story Engaging: Reveals the secrets of creating a compelling story.
How to Present Stories Effectively: Shows through examples how to tell a story most effectively and what not to do.
Creating a Portfolio of Sales Stories: Provides recommendations for developing a library of sales stories, including a template for creating stories.