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...
This blog is for you if you are in sales. To be specific, solutions sales. Here is how a sales person who works for a technology company and is responsible for selling Wi Fi infrastructure told a story in a sales storytelling session I recently conducted. We worked with XYZ which is a large events venue. The problem statement we got from the client was - A lot of the time our guests who are here...
This blog is for you if you are a sales professional. Recently I met a lady who had posted a chest of drawers she wanted to sell online. I had seen this chest of drawers and I wanted to buy it. So, we fixed a time for me to swing by and have a look. I walked in and the lady told me all great things about the chest of drawers and then in the end she said, " I am not trying to sell you this". That...