Episode #304 – Mike Adams

Stories = The Fastest Path to Sales

MEET

Mike Adams

Author of the bestselling book Seven Stories Every Salesperson Must Tell (2018), Mike lives in Melbourne, Australia, where he leads the sales storytelling practice for Anecdote International and consults to a client base as diverse and international as his own sales career. Storytelling is the way to connect with clients and exchange information in the easiest format for humans. Unfortunately, most business conversations are so abstract that people can’t understand what you mean. But when you tell stories, clients understand you.

As soon as someone tells a story, the other person wants to tell a story back. It’s the fastest way to get to a “sharing” conversation. It’s not about making assertions and claims about products. It’s such an important skill because salespeople have to get into problem-solving in-depth conversations to understand what’s going on. Stories are the path to understanding.

They lay the foundation and propel prospects to a buying decision. Mike Adams shares how in this episode of Sales Reinvented.

Outline of This Episode

• [0:53] The importance of storytelling in sales
• [2:43] Everyone can become brilliant storytellers
• [4:50] Relevance is key to a great story
• [6:31] Curiosity is the #1 trait salespeople need
• [8:10] The 3 fundamental problems salespeople have
• [10:27] Mike shares some storytelling resources

[…]

Episode #303 – Shaun Bernstein

Storytelling Sells [AND Saves Lives]

MEET

Shaun Bernstein

Shaun Bernstein took his experience as a journalist and a lawyer to create “The Write Stuff Agency,” a digital marketing firm that focuses on content writing and creation for entrepreneurs and small businesses. His extensive background gives him a unique perspective of storytelling. Storytelling is what sets you apart. If you are selling any sort of product or service, you’re not alone in the market—you will have competition. What makes you unique? What helps you connect with people is the ability to tell stories. Why? Because stories resonate. The ability to connect through storytelling improves sales and puts your business on a pedestal. It might just save lives. Shain Bernstein shares how in this episode of Sales Reinvented! #Sales #SalesReinvented #Storytelling #Story #StoryBrand

Outline of This Episode

• [0:47] Why is storytelling so important in sales?
• [1:44] Can you become a gifted storyteller?
• [3:04] The ingredients of a great story that sells
• [5:01] The attributes of a great storyteller
• [7:47] How Shaun approaches storytelling
• [8:53] Storytelling from the lens of a lawyer
• [10:57] Top 3 storytelling dos and don’ts
• [14:42] Storytelling raises money and saves lives

Can you become a gifted storyteller?

Storytelling is prolific in our lives. Everything we do is storytelling. When you apply for a job, you’re telling a story. If you propose marriage, you’re telling a story. […]

Episode #302 – Mike Bosworth

Overcome Discovery Resistance with Stories

MEET

Mike Bosworth

Mike Bosworth is well known throughout the business sales world as a thought leader, speaker, sales philosopher, the author of “Solution Selling”, and co-author of “CustomerCentric Selling” and “What Great Salespeople Do.” 

The #1 hurdle that all salespeople face when they meet a new prospect is discovery resistance. 99.9% of the population dislike encounters with salespeople—they feel pressured, manipulated, and pushed into doing something they didn’t want to do. Storytelling is the key to breaking down discovery resistance in buyers. They won’t open up until they feel connected to you and trust you. Mike Bosworth shares what makes a great story—that breaks down barriers—in this episode of Sales Reinvented.

Outline of This Episode

• [0:47] The importance of storytelling in sales
• [2:26] Can storytelling be learned?
• [3:33] Mike’s ideal storytelling structure
• [5:35] The attributes of a great storyteller
• [9:32] Get some free resources from Mike
• [10:40] Top 3 storytelling dos and don’ts
• [13:27] Mike’s customer hero story

Can storytelling be learned?

Mike notes that most people are better storytellers than they think. When he runs workshops, he asks everyone to “Share a story they tell in their personal life.” People are more comfortable telling stories in their personal lives […]

Episode #301 – Edith Crnkovich

The 6 Basic Elements of a Great Sales Story

MEET

Edith Crnkovich

Edith Crnkovich is a writer, storyteller and communication coach in the B2B IT industry. For over 20 years, she has been helping sales executives be more human and relatable. Technology products and services can be complex. They also solve complex and complicated problems. Storytelling can better explain complex ideas while also allowing the salesperson to create an empathetic and emotional bond with their audience. It builds trust with your audience quickly. So how do you build a great story? Edith Crnkovich shares the 6 basic elements of a great sales story in this episode of Sales Reinvented.

Outline of This Episode

• [0:43] Why is storytelling an important skill?
• [1:28] You’re actually a natural storyteller
• [5:01] The ingredients of a great story
• [6:42] Become a good collector of stories
• [8:05] Embrace these resources to improve your storytelling
• [10:16] Top 3 storytelling dos and don’ts
• [14:27] Why do stories need to be concise?
• [15:20] Don’t downplay the power of storytelling

You’re actually a natural storyteller (here’s how to perfect the craft)

Edith believes that everyone is gifted at storytelling—they’re just not used to telling stories in a business environment. You meet with friends and share stories about your day. You share stories about your day with your spouse and children. Every […]

Episode #300 – Jim DeLorenzo

Why Purposeful Storytelling is Key in Sales

MEET

Jim DeLorenzo

Jim DeLorenzo is a successful professional storyteller whose mantra is “storytelling with a purpose”. He has been a Strategic Public Relations Consultant for entrepreneurs and start-ups, sports and entertainment, and tech clients since 1999. Purposeful storytelling is the key ingredient to developing a sales strategy. You have a product or service that you want to sell to customers. People love a good story. So how do you craft what people want to hear that connects to you and your business?

How was the company started? Who are some of the customers? What heartwarming and inspiring stories can you associate with the business? Purposeful storytelling can help you sell yourself. Learn more about Jim DeLorenzo’s storytelling process in this episode of Sales Reinvented!

Outline of This Episode

• [0:49] Why is storytelling an important skill to possess?
• [2:21] The key to becoming a great storyteller
• [4:07] Craft stories that stay “top of heart”
• [5:56] The attributes of a great storyteller
• [8:20] A unique way to improve storytelling
• [10:43] Top 3 storytelling dos and don’ts
• [13:43] Creativity is key to purposeful stories

Can you become a gifted storyteller?

Storytelling is something that must be practiced over and over. Jim works with numerous entrepreneurs in startup businesses. As an owner or operator, you are laser-focused on building […]

Episode #299 – Roy Furr

How to Master Compelling Story Selling

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Roy Furr

Roy Furr is a copywriter and marketing consultant who has helped clients launch seven-figure-plus campaigns, broken sales records, made millions for clients, and worked with many of the world’s best direct response marketers. He’s also the author of the book, The Ultimate Selling Story, as well as host of the daily podcast and YouTube video, Breakthrough Marketing Secrets. Everyone has a filter and when they know they’re being sold to, they shut down. However, storytelling bypasses that filter and connects directly with the emotional brain. It helps your brain determine if you trust that person. Stories are the oldest form of communication. If it works so well as a method of communication, why wouldn’t it work in selling?

That’s why—in his book “The Ultimate Selling Story”—Roy shares how to “Cut through the marketing clutter, forge a powerful bond with your market, and set up the sale using the hero’s journey of story selling.” Learn more of his methods in this episode of Sales Reinvented!

Outline of This Episode

• [0:54] Why is storytelling important in sales?
• [2:08] Can anyone learn the art of storytelling?
• [3:48] The great storytelling formula: PAISA
• [6:47] What are the attributes of a great story seller?
• [9:41] Resources to improve story selling
• [11:07] Roy’s top 3 story selling dos and don’ts
• [15:23] […]
  

Episode #298 – Paul Smith

Crafting Stories that Sell

MEET

Paul Smith

Paul Smith is one of the world’s leading experts in business storytelling, one of Inc. Magazine’s Top 100 Leadership Speakers of 2018, and bestselling author of the books: Sell with a Story, and The 10 Stories Great Leaders Tell.  Storytelling helps people make decisions. How? Cognitive science helps us understand that as humans, we don’t make decisions the way that we like to think we do. We aren’t always rational logical creatures who assess the data and come to the most logical conclusions. Most of the time, our subconscious emotional brain makes a decision. A few nanoseconds later, our logical brain justifies and rationalizes that decision. If you want to influence people’s decisions, you need to speak to both parts of the brain. Storytelling is a spectacular way to do this. Paul Smith shares the key ingredients necessary to craft stories that sell in this episode of Sales Reinvented.

Outline of This Episode

• [0:49] Why is storytelling an important skill to possess in sales?
• [2:18] Is storytelling something that can be learned?
• [3:27] The 3 key ingredients of great storytelling
• [5:18] A great storyteller needs stories to tell
• [6:40] Improve your storytelling abilities with these resources
• [7:47] Top storytelling dos and don’ts
• [10:16] A tale of swimming […]
  

Episode #297 – Mary Jane Copps

The Value of Storytelling in Sales

MEET

Mary Jane Copps

Mary Jane Copp’s work is all about inspiring conversations—in sales and customer service. She is currently ranked #1 by Google as a “phone coach” and her conversation skills are being used by over 1,000 companies worldwide.  Storytelling is the best way to help someone learn and understand the value of a new concept, product, or service. Mary Jane Copps also believes that it’s a great way to build rapport. In this episode of the Sales Reinvented podcast, Mary Jane shares how a good story is crafted, what makes a great storyteller, and even tells one of her favorite stories. Don’t miss it!

Outline of This Episode

• [0:46] Why is storytelling an important skill to possess?
• [1:35] Is storytelling something that can be learned?
• [2:08] The ingredients of a great story that sells
• [3:26] The attributes of a great storyteller
• [5:03] Improve your storytelling abilities with these resources
• [6:38] Top 3 storytelling dos and top 3 don’ts
• [10:37] The importance of follow up in sales

The ingredients of a great story that sells

What makes for a great story that sells? According to Mary Jane Copps, you need to start with a challenge that is customized to the audience you’re speaking to. The story must include some sort of lesson or challenge that you […]

Episode #296 – Rick Denley

Reduce Reactivity in Territory Management with Time-Blocking

MEET

Rick Denley

Rick Denley is a leadership expert, speaker and coach who combines strong mentoring skills along with coaching tactics and real world knowledge and experience to assess required individual and organizational change that assists people and companies in punching through their growth ceilings. Too many sales reps treat territory sales planning reactively. Many sales reps get a call from clients, jump in the car, and drive off. They aren’t managing their territory. How can they reduce reactivity? By time blocking. Block in different areas of your territory to visit on different days to help yourself stay organized. You can also time-block different segments to look at different verticals or disciplines. Rick Denley believes the key to success is proactive planning. Because if you don’t have a good plan, success will become further out of reach. Hear more of his thoughts on territory sales management in this episode of Sales Reinvented!

Outline of This Episode

• [0:48] Why is territory sales planning underrated?
• [1:31] Reduce reactivity in territory management by time-blocking
• [2:40] Rick’s ideal territory sales territory plan
• [3:35] The attributes of a great territory sales manager
• [5:17] Tools, tactics, and strategies, to improve sales planning skills
• [6:30] Top territory sales planning dos and don’ts
• [9:00] Align knowledge and expertise in your territory

Rick’s ideal territory […]

Episode #295 – Santino Pasutto

Master Territory Management

MEET

Santino Pasutto

Santino ‘Tino’ Pasutto is a senior principal at Stantec and has held several business development roles, including developing Stantec’s sales and account management training program. Leadership and sales management need to be bought into the process of territory management and the thoughtfulness it takes to do it well. If they embrace it, the mindset cascades down to the individual contributor that’s managing the territory.

Santino Pasutto emphasizes that salespeople need to take time to plan out their territory and understand their numbers. If you’re allowed the time to measure twice and cut once, it will expedite the outcomes everyone is looking for.

Santino shares the unique ways that territory management directs his steps in this episode of Sales Reinvented. Don’t miss it!

Outline of This Episode

• [0:42] Why is territory sales planning underrated?
• [1:14] How to reduce reactivity with territory planning
• [2:11] Santino’s ideal territory sales plan
• [5:15] How to determine penetration rates
• [6:54] Attributes and characteristics of a great territory sales planner
• [8:31] Tools, tactics, and strategies to improve territory management
• [11:01] Top 3 territory management dos and don’ts
• [14:35] How territory management directs your steps

Santino’s ideal territory sales plan

Santino notes that your plan boils down to the product or service that you’re selling. Some salespeople sell agnostic products whose client base is broad and varied. Others have […]