Michael Harris

StorySelling is 100,000 year old for a reason- it works

As I’d just completed my pilot license the week before, I figured after dinner was a good time to ask if my two good friends would like to go for a flight with a completely inexperienced pilot. But to sell it, I said, “Hey, how...

CEO of SAP recruits a Chief Storyteller- why?

When the world’s largest business software company hires a Chief Storyteller, its news, because it’s a first for the industry. And when the decision was made by SAP’s CEO, Bill McDermott, it becomes a great story. Why, for instance, did Bill feel that the role…

How to sell complexity beyond the customer’s capacity to understand

How can you persuade someone to buy your complex product when 90% of your presentation is forgotten within 72-hours? The short answer is you can’t. Unless you dramatically change how you engage with customers, they won’t understand why they should buy your complex product, because...

Insight selling- How Microsoft & SAP do it better

With the rise of the empowered buyer, it is no wonder that the Microsoft, and SAP have embraced insight selling. But these companies have also learned that there is a gap between theory and the practical application, because insight selling is more than just...

Details could increase the impact of your argument by 34.9%

In business, time is money, so the last thing you want is to waste time sitting through a dull detail laden presentation. And as you wonder where it's heading, you ask yourself why they couldn't have just giving you the top five bullet points...

Sales are 20X stickier with a story

If I told you that a fact, wrapped in an emotional story, is 20-times more memorable, would you believe it? I didn't at first. So we continued to throw facts against the customer's wall, and they continued to stick as if they were coated with...

Why customers get stuck in analysis paralysis & how to avoid it

After working on Wall Street for 14 years, I've always presented facts and figures to B2B buyers, because that's how I felt serious business people made decisions. This belief was backed by 2500-years of conditioning. It started when Plato said that man is rational,...

Insight Selling- what is insight, and why do it?

Everyone is talking about how salespeople must now learn how to deliver insights to their customers, because the internet has changed how people buy. So by the time a customer now engages a salesperson, they're already 60% of the way through their buying cycle,...

Insight Selling- challenger sale or fail?

How do you deliver insight to your customers so that it challenges the status quo without challenging the customer? Well, when you get sick, do you ever go onto WebMD before you visit the Doctor? So when you show up at the doctor's office, all...

Sales 20X stickier with a story

If I told you that a fact, wrapped in an emotional story, is 20-times more memorable, would you believe it? I didn't at first. Even after I read this claim by Jerome Bruner (a cognitive psychologist in the book The Elements of Persuasion) I still...

CEO of SAP recruits a Chief Storyteller- why?

When the world's largest business software company hires a Chief Storyteller, its news, because it's a first for the industry. And when the decision was made by SAP's CEO, Bill McDermott, it becomes a great story. Why, for instance, did Bill feel that the role…

Salesman conquers his fear of rejection with the latest tools

Joel needed new customers. But he found that he wasn't 100% committed when he picked-up the phone, because his fear of rejection made him apprehensive. It felt like he had one foot on gas, and the other on the brake. And because customers sensed...

How a salesman conquers his fears and becomes fully committed

Joel needed new customers. But he found that he wasn't 100% committed when he picked-up the phone, because his fear of rejection made him apprehensive. It felt like he had one foot on gas, and the other on the brake. And because customers sensed...

“You’re in sales, you’re too stupid to understand.”

When I asked for more details on how a customer could use our product, Tim, our Managing Director, joked: "Michael, you're in sales, you're too stupid to understand." But the sad thing was that this was what he, and his delivery team really believed. And...

Selling blind- turn the lights on with customer knowledge story coaching

Salespeople are selling blind, because they are not being coached on customer knowledge. Without an accurate customer map, they can't link their capabilities to their customer's pain points. This results in lost sales, because customers are left to try to figure out why it...

Selling blind- turn the lights on with customer knowledge story coaching

Salespeople are selling blind, because they are not being coached on customer knowledge. Without an accurate customer map, they can't link their capabilities to their customer's pain points. This results in lost sales, because customers are left to try to figure out why it...

How to create Stories that Sell

Double the quality After watching this video, you will be able to create stories that are far better at engaging customer than a product presentation. If you want your stories to really pop, don't worry, we can help. In fact, we guarantee that the quality…

One customer story sells, and another doesn’t. Why?

By recognizing the difference between a customer story that DOES sell vs. a story that DOESN'T sell, you can see for yourself how your own customer stories can be changed so that they inspire prospective customers to buy, instead of providing them with no...

Do poor sales figures alone tell the whole story about who to fire?

The results are in, and it's time to fire 15% of your sales team. But do the numbers tell the whole story?You know, for example, that a rep's sales can also be negatively influenced by: a) A competitor in the rep's territory who is...

32% of salespeople won’t achieve quota in 2012, but will a new sales methodology...

32% of salespeople won't achieve quota in 2012, according to a survey of 197-B2B technology companies in 2012 (source: The Bridge Group). But will another sales process or sales methodology really help? Most companies have tried 2-3 of them, but have they helped salespeople sell…

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