When you sell, it's most likely that your preparation before communication with your customers starts with answering questions like these, So, what are we going to say? What are our unique selling propositions? How are we different from our competitors? These questions come naturally to our minds because of how we have been trained over the years. However, we are rarely taught about stories and...
I am aware that you are reading this blog to find out the answer to the question, "Why Abu Jandal, Osama bin Laden's former chief bodyguard's decision to not disclose information to his interrogators changed?" I will get to that, but let us start by creating an important connection between the answer and what we can learn from it. In my Sales Storytelling Programmes, I often talk about Delighting...
Building genuine trust in the Digital World is not that hard if you don't abscond digitally. The message in this blog is specifically for the sales professionals, but learnings can be applied by anyone who is keen to learn about building trust in the digital world. Let us start by looking at how we buy a service in a digital world. When you need a service and you do not know anyone who provides...
The role of Emotion in Sales Storytelling A couple of years ago I had just finished running a Storytelling Workshop for a multinational computer technology corporation when I felt rather disappointed with the outcome. The client was happy but I was not. Why? Because one of the participants actually cried whilst delivering a story, and that to me was not the desired outcome. I wrote about it here...
Sales Storytelling: Pitching not just In Person but via Email, Twitter and with One Word I read Daniel Pink's book To Sell Is Human: The Surprising Truth About Moving Others, a couple of years ago and one of my favourite chapter in the book is on Pitching. This chapters explores 6 effective ways to pitch along with examples You can watch the Daniel Pink explaining the 6 ways in this video [video...
Sales Storytelling : The Elevator Pitch has the wrong focus. The focus on time is so great that we forget to get our message across. Less than 5 years ago, I was a Business Director of a leading global Marketing Group. One day my boss said, "We have to work on our elevator pitch." My response, " Why do we need an elevated pitch? " Clearly, I had no clue what he was saying. My boss then corrects...