Storytelling can be an effective tool in sales conversations and is often used in various stages of the sales process. Using customers’ successes to highlight the value of your product or service, or explaining how your company came to be can help the prospect form a connection with you and your business. But effectively using this technique can be tricky, especially if you aren’t a particularly good storyteller or you go overboard on the details.
Sales blogger Kelley Robertson goes over just how to integrate stories and experiences into your selling. He recommends coming up with two or three specific situations that happen often during your sales process, such as specific questions or objections. Once you’ve identified examples of when a story could be useful, he suggests developing a “short and sweet” story for each, practicing your delivery of each so it flows and working on how to seamlessly integrate the story into your conversations.
Before you start working on your storytelling skills, be sure to click here to read Robertson’s entire take on the subject.
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