What Can Beat a Great Product? A Better Story. Corporate Storytelling for Sales
Have you ever lost a deal and wondered, “How could that have happened?” You ticked all the boxes and their chosen solution was inferior to yours. Every day skilled customer facing professionals, like you, fall short of their goals and expectations. And often the results are directly related to their inability to effectively share their story and move people along a journey of belief. During this session we’ll explore how simple conversational techniques can help you better understand your prospects current story and empower you to help them reshape their future story. This is not about a highly structured story method, but rather more of a collection of tips gathered from a field-tested career of sales, marketing and professional coaching. It’s not about story magic. It’s about a story mindset. Venture capitalist, Bill Gurley said, “The great storytellers have an unfair competitive advantage.” That advantage can be yours.
During this talk, we will explore:
- buying vs. believing
- why stories matter
- the importance of story discovery
Conversations, Presentations and Demos that Matter
Seth Godin stated, “People are no longer buying goods and services. They are buying stories, relations and magic.”
Stories, relations and magic are not associated with a Buyer’s Journey. They’re the necessary components of a Belief Journey. Just ask Apple or dozens of other companies who thrive because they have a loyal following, not of customers, but of believers.
Every conversation you have, every opportunity you have to share your solution or point of view, should be prepared for and measured by moving the audience across a gap of belief. From what they believe before you engage, to what they believe when your conversation is ended.
During this talk, we will explore:
- the elements of conversations that matter
- how to design and deliver a great presentation that moves people
- why presentations followed by demos are not effective and we’ll look at an alternative
