Sales are changing and value-based storytelling is the path to future success. Sales have changed over the years. In the early part of the last century, sellers made a product launch. In recent years we have seen the movement to challenge the client with new ways of looking at their situation. You listen to the buzzwords selling information and driving ideas. Buyers are now more informed than in the past. They can find information about products and companies on the Internet. They may even find opinions from others in your industry. Therefore, you are now viewing information about your organization’s specific business outcomes and impacts.
The changing role of the salesperson
As a result of this evolutionary change in sales, the role of the salesperson has changed. They must seek opportunities, develop strong relationships, help clients discover their needs, and work with them to develop solutions. They will also need to be skilled negotiators and help clients manage change as they implement the product or service.
Storytelling is the essential skill of the future
Storytelling is the most flexible and powerful skill available to be successful in this role. Why? Storytelling can help you spark interest and engage shoppers to keep your portfolio full. Relationships are built on the trust that develops from getting to know yourself better. The storytelling builds that trust, as it includes emotional words that ease clients’ fears and doubts as they release the confidence and assurance hormone, oxytocin. You can tell different types of stories at various points in the sales cycle. The trust generated through these stories convinces clients to work with you to discover needs and develop solutions.
Stories help customers make decisions
Stories put things in context, making it easier for customers to digest complex information and make a decision. As executive director and producer Peter Guber recounts in his book Say to win, the stories use “heart state” technology to engage and gain customer engagement. The stories change the negotiations from a tug of war to participatory discussions. They actively engage customers and want to negotiate on the day the solution is deployed, and the sooner the better.
Once they make a decision, stories can help clients manage change. The stories of successful change in other organizations and the stories with visions of: “What do I get out of this?” They help employees support change. People want to feel part of the action. Stories help them experience these emotions by making them laugh, cry, get excited, and take advantage of new opportunities. It’s critical that you become a good storyteller so your audience can question old beliefs, get their questions answered, and then take ownership and act on your solution or service.
Experts in agreement
Experts like Apple’s Steve Jobs, Proctor and Gamble’s Paul Smith, Sony Pictures’ Peter Guber and other entertainment groups, and many other successful people have found that stories well told are the most powerful way to connect, persuade, and win business. now. and in the future.
Learning sales storytelling skills can help you achieve fantastic success in 2020 and beyond. Start now.
