Episode 328: AnnaMarie Platt-Miller
Meet
AnnaMarie Platt-Miller
AnnaMarie Platt-Miller, also known as “AMPM,” is a top salesperson and sales trainer. She is a prize-winning storyteller and member of The McHenry County Storytelling Guild. Annamarie has a proven track record in educational sales, sales scripts, customer journeys and has taught the art of storytelling in sales.
Our Mission Is To Change The Negative Perception Of Sales People
Our Vision Is A World Where Selling Is A Profession To Be Proud Of
Every salesperson needs to be relatable. Stories are the best way to be relatable. A great narrative helps connect people and drive sales. Learning how to become a good storyteller takes experience, which only comes with practice.
AnnaMarie Platt-Miller emphasizes that the best stories are personal. But if you don’t have those, borrow others’ stories. Read stories. Read books. Listen to podcasts. Watch TedTalks. Do whatever you can to become a better storyteller.
Outline of This Episode
- [1:03] Why storytelling is an important skill to have
- [1:48] Can anyone learn to be a good storyteller?
- [2:32] The ingredients of a great story that sells
- [3:59] The attributes of a great sales storyteller
- [5:00] Resources to improve your storytelling
- [7:16] AnnaMarie’s top 3 storytelling dos and don’ts
- [9:26] Why you should personalize stories when possible
The ingredients of a great story that sells
You have to ask your customer open-ended questions so they can share their story. Because until you know their story, you can’t create an environment that’s comfortable for both of you to share experiences so you can close your sale.
Secondly, you need to be relatable. Find common ground with your audience. Lastly, you need to solve their problems. People are buying to fill a need—practical or otherwise. The stories they told you will help complete the transaction so everyone walks away happy.
AnnaMarie’s top 3 storytelling dos and don’ts
AnnaMarie’s do’s and don’ts drive home her point:
- Be sure to listen to your customer, client, and potential buyer.
- Tell a complete story with a beginning, middle, and end.
- Know what kind of story will appeal to your prospect (a cautionary tale, a hero’s journey, etc.).
- Don’t talk over your customer. You have two ears and one mouth—listen twice as much as you speak
- Don’t be quick to judge how your story is received. If you aren’t sure, ask a question.
- Don’t ever argue with your customer, let them win.
Personalize stories whenever possible
10 years ago, AnnaMarie was in educational sales selling eBooks. eBooks were relatively new and people were hesitant to give up their paper books. She had to help her customers overcome the idea that no one would use them.
AnnaMarie’s son had suffered a traumatic brain injury (TBI). Because of this, he had to change the way he learned. eBooks were one of the things that helped him. She shared that story with her customer, which helped them see how the tool could work for them.
When you can share a personal story, even if it’s difficult, you should. It’s okay to be personal with your customers. It’s okay to share your ideas and experiences and listen to them.
Resources & People Mentioned
Connect with AnnaMarie Platt-Miller
- Connect on LinkedIn
- Intuitive Tales
Connect With Paul Watts
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
Learn More About AnnaMarie Platt-Miller
Are there any books on or including Storytelling that you recommend? One essential book is, “How to Tell a Story: The Essential Guide to Memorable Storytelling from The Moth”. This guide provides insights on the art of personal storytelling and is very helpful in clarifying your thoughts. I also feel that reading memoirs can be very beneficial. One of my favorites is, “The Year of the Monkey”, by Patti Smith. Her storytelling skills are superb.
In the field of Business Story Telling – Who do you most admire and why? Indra Nooyi has become my front runner! She speaks from her heart, detailing incredible life experiences. Motivational speaker, Tony Robbins, knows how to ask tough questions, which is why I enjoy listening to him as well.
Are there any aspects of your own Story Telling skills that you are working on improving at the moment? I am working on making my stories more organic and timely. Since Covid, we are all doing things differently. Keeping up with changes and maintaining the relevance of my stories for my audience is important. In many cases, just changing our perspective of the same situation can rejuvenate a story.
Hobbies, Interests? My paternal grandfather taught me to read tarot cards at the age of 13. I find them fascinating and have been reading them for people since then. Tarot cards are storytelling cards. They create a time, place, and scenario for whom you are reading. It is impromptu storytelling at its best. I am a member of The McHenry County Storytelling Guild, where we share stories and promote storytelling to both children and adults. I am also a member of Harvard Harmony, a 503c which promotes music and the arts in the K-12 schools in my town of Harvard, IL.
How can our listeners contact with you? LinkedIn or Intuitive Sales
Share This Episode, Choose Your Platform!