Michael Harris

Neuroscience proves stories trump facts

But before we dive into the science, let's do a thought experiment, so that you can discover what is more likely to inspire you to act, a story or a fact? Story scenario: Imagine you are the VP of Sales for Software USA. After an...

Provocative stories kill the status quo, and inspire customers to buy.

Inspired to buy with stories that sell: Through the power of story, your salespeople will not only bypass the wall that protects customers from change, but also inspire them to buy. The sales challenge: You may be surprised to hear that your biggest competitor isn't...

Kill the status quo, and then inspire customers to buy with provocative stories.

Inspired to buy: With provocative stories, your salespeople will not only bypass the wall that protects customers from change, but also inspire them to buy. The sales challenge: You may be surprised to hear that your biggest competitor isn't another company, it's the customer deciding...

A story about a CEO who helps a tactical VP of Sales scale the...

I remember when the CEO invested in what I, the VP of Sales of a mid-sized company, felt was a foolish amount of money on a new Marketing Director. But what really bothered me, was what  the new position represented, change. Although my sales team...

How salespeople inspire customers to invest, not resist, with stories.

Although the value of your offering is overwhelming, customers resist. Why? More important, how will you get past this irrational wall of resistance, and make the sale? Not only will these questions be answered, but more important, you'll receive a complimentary guide with simple and…

How to turn your power point presentation into a “Buying Simulator.”

Ditch the pitch and have business conversations was the strap line on the front page of my web site. And yet only 10% of sales people seem to be able to do this. So how does that help the other 90%? And what about...

Like lightning, one story revived sales by 135%.

As I watched my son's soccer game in the rain, the clouds grew dark, and thunder quickly followed. "If there's lightning, we're in a bad place " warned the CEO of Colgate. "But we're right next to a tall light-post" I countered. "Yes" said Scott...

The Challenger Sale: Don’t upset the customer.

To find out how to challenge the customer's thinking without challenging the customer, I asked Matt Dixon, co-author of the Challenger Sale and Executive Director of the Corporate Executive Board, for the answer. (Click here for video interview). Q: How do you challenge the customer's...

The Challenger Sale: 4th sales breakthrough in the past 100-years?

"The Challenger Sale is potentially the 4th sales breakthrough in the past 100-years." That's a bold statement made by Neil Rackham, the researcher behind 10k salespeople and 35k sales calls in the 70's that lead to SPIN Selling. To find out why, I just completed…

How to sell without being a jerk so that you can take your foot...

According to Sales Benchmark Index, only 57% of salespeople achieved quota in 2011. Why? Did they lack motivation or a sense of urgency? Well, according to a recent study, only 1 in 7 seriously at risk heart patients were able to follow through and make...

How to attract sales leads- not chase them- with killer marketing content.

In an interview with Ann Handley, Chief Content Officer of Marketing Profs (360,000 members and the largest community of marketers in the world) and co-author of Content Rules, she talks about the need to create killer marketing content so that you can attract sales...

Selling to Emotional Buyers, Not “Mr. Spock”

There's a tendency for salespeople to concentrate on logic because they feel that emotions are too flaky to have any real importance on a buying decision. But economists have recently embraced the idea that irrational psychology, rather than cool calculation, plays a significant role...

How Mini-Stories Can Help Buyers Hate the Status Quo

With 150 e-mails a day, 30 voice-mails and 60-80-hour work weeks thanks to corporate reorganizations, buyers are so busy today that in order to survive they have learned that they can't do it all. Unfortunately, buyers now often stick with the status quo—even when...

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