Storytelling – another best practice for sales success


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Much has been written about the importance of storytelling to sales success – including eight tips for storytelling we posted in an earlier blog on Sales Training Connection. Recently the Sales Benchmark Index built on this argument by identifying additional specific tips for getting better at storytelling.

After speaking with executives crossing 19 industries, they report that sales forces must know how to connect at a deeper and more compelling level with their customers and storytelling is a great way to get that done.

Sales reps who are able to share engaging stories that resonate with the listener make that connection. It is one thing to list why a customer should do business with you; it is another to be able to relate a past success story that beings that list to life. It is not little bit different – it is a whole lot different.

That said, here are the 8 best tips for storytelling we introduced in that earlier post:

  • Focus on the prospect – tell stories that relate to solutions that address the customers needs.
  • Leave the jargon at home – translate the story into language familiar and relevant to the prospect
  • Make the story make a point Have well-researched, provocative viewpoints about the story that relate to the customer’s environment.
  • Don’t rely on PowerPoints – Verbal communication is a better way to create images when telling a story.
  • Dramatize the story – so the contrast between the customer’s current state and desired state – after using your solution – is clear
  • Build up your story inventory so you have an appropriate story ready to illustrate a point and advance the sale
  • Role-play the telling in advance it always sounds different when you hear what you say aloud!
  • End with an unexpected benefit – When possible, share unexpected benefits. For example after highlighting the benefits achieved, round off the story by saying something along the – lines of “and on top of that, the unexpected benefit was…”

And here are four tips from the Sales Benchmark Index that reinforce and add to the points we made earlier:

  • Spend more time on preparing the story than on the feature/function portion of the presentation
  • Punch the story, put your audience in the story. Introduce a new thought. Challenge conventional wisdom. Use Humor when appropriate but not jokes!
  • Use images … they enhance words and they live longer in the listeners’ mind and they tend to evoke a reaction to what’s being said

Republished with author's permission from original post.

Janet Spirer
For more than 30 years Janet Spirer has worked with the Fortune 1000 to craft sales training programs that make a difference. Working with market leaders Janet has learned that today's great sales force significantly differs from yesterday. So, Sales Momentum offers firms effective sales training programs affordably priced. Janet is the co-author of Parlez-Vous Business, to help sales people have smart business conversations with customers and the Sales Training Connection.


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