I would say that the ability to tell a good story is the number one sales strategy I have used to win business – hands down. A good story should talk about someone who was in a similar position to your prospect, took action by buying your product or service and now has a measurable benefit. As you know, I am a huge fan of testimonials, and storytelling is the best sales strategy to use testimonials effectively. Using sales storytelling will allow you to sell your product at a more expensive price because you have credibility.
For example…..
“Your situation reminds me of Steve, one of my accounting clients. He never used to be able to close a deal and it frustrated him to tears! He would get the client in the door, give great free advice and then they would go away and “think about it.” He then came to me for some assistance, I gave him my best sales strategy, and last year he made over $100,000 in sales”
This story shows you understand how your customer feels and the situation they are in. It shows that someone else was also in their situation. It shows that person was also frustrated and the way they relieved that frustration was to take action and buy my product. And now that he’s brought my product, he has been successful, making over $100,000 in sales. A good Sales Story can literally make the sale for you.
Remember: Using Sales Stories as a Sales Strategy WILL win you more business.
