How to Sell with Stories

Often as a sales and business development consultant I’m asked, “How do I tell my perspective clients how great we are?” Many times Sales Leaders and Sales Professionals are at a loss to get beyond the old “feature/benefit” way of selling.

The Source

So, where do you find these fabulous stories? My very quick answer as to the source of these stories to illustrate your value: ask your clients. They have the greatest stories about how you’ve done wonderful things for their organization.

How Do I Ask?

How do we get these stories from our clients? We go out and we ask, and we get it straight from the client. It’s an amazing dynamic I observe with many companies. We are not afraid to go out, do the hard work, ask the hard questions and go for the close during the initial sale. For some reason, many Account Executive and Sales Professionals have a hard time asking their faithful, happy clients for help! We are scared of the very people who appreciate what we do and how we have helped them.  You will find they will fall all over themselves to help, just ask the question.

What is the Value?

You can tell your prospects all you want what you think your clients feel but that is just an educated guess isn’t it? By getting these stories from your clients you can actually tell a story about real outcomes, real challenges addressed, and the solution you created to drive value in their organization.

That will resonate with your prospect. That will help you close more business. That’s how you elevate and become a Sales Pro!