Episode #513 – Mary Jane Copps, Paul Smith, Roy Furr
Meet
Mary Jane Copps
Mary Jane Copps‘ 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.
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.
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.
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
This week, my three expert guests, Mary Jane Copps, Paul Smith, and Roy Furr, cover everything from injecting humor and vulnerability into your stories to crafting narratives that move prospects closer to a sale. They discuss the importance of using stories with purpose: tailoring them to your audience, keeping them concise, and ensuring they support your sales process. They also share their thoughts on the dangers of boastfulness, going off topic, or using stories without a clear connection to your sales goals. Tune in for practical advice, real-world examples, and memorable lessons to help you harness the power of storytelling in your sales conversations.
Outline of This Episode
- [00:00] Matching Stories to Audience
- [04:25] Discussing sales storytelling tips
- [09:59] Crafting effective sales stories
- [16:00] Using storytelling in sales
- [17:18] Crafting a compelling sales message
- [17:44] Ensure your story fits into the prospect’s decision-making journey
- [21:16] How emotional and human stories (commemorating an industry giant) enhanced the sales pitch
Inject Humor, Authenticity, and Relevance
Mary Jane discusses the power of humor in catching and keeping a prospect’s attention, and how laughter not only draws people in but also makes your conversation more enjoyable and memorable. She also encourages sales professionals to show vulnerability in their stories—don’t be afraid to share real moments, including failures you learned from, as it builds trust and deeper connections. You should also always match your story to your audience; don’t share a tale just for its own sake. Stories must be relevant to your prospect’s needs and situation to truly resonate and drive the conversation forward.
It’s so important to not come across as boastful when sharing past successes—humility wins respect. Keep your stories concise (nobody wants a novel) and always stay on topic. Rambling or irrelevant anecdotes can lose your audience’s interest and derail your sales process.
Be Confident, Prepare Your Stories, and Keep It Brief
According to Paul Smith, never apologize or ask permission to tell a story—just launch in with confidence, showing you believe in the value you’re adding. Avoid the phrase “let me tell you a story,” as it can signal irrelevance or bore your audience. Instead, frame it as an example or experience, and simply let the narrative do its magic.
Paul encourages putting together a wish list of key stories you want on hand, so you’re always prepared with relevant, impactful examples. When you do share, craft each story and practice it so it sounds effortless and engaging—then deliver it in two minutes or less. Time is precious in sales, and brevity ensures your story lands without losing your prospect.
Move the Sale Forward, Don’t Just Entertain
Roy Furr stresses that great stories alone won’t close a deal. Every sales story must serve a clear sales purpose—whether that’s grabbing attention, building trust, or getting your prospect to take the next step. Never wing it or tell a story just to fill a silence; make sure it fits into your broader strategy and advances the sales process.
Start your stories in the thick of the action, capturing immediate interest—think of the thrill of an action movie’s opening scene. Roy advises sellers to weave in real tension or conflict to keep stories engaging, and always tie narratives back to key buying decisions. Lay each story as a stepping stone on your prospect’s path to purchasing, making every word count.
Transform Your Sales, One Story at a Time
This episode serves up a powerful checklist for transforming mundane sales pitches into compelling stories that spark emotion and drive results. Whether you’re weaving humor and humility like Mary Jane, confidently crafting concise stories like Paul, or ensuring every narrative serves a purpose and starts in the action like Roy, you’ll find actionable strategies to refine your storytelling—and your sales outcomes.
Connect with Mary Jane Copps
Connect with Paul Smith
Connect with Roy Furr
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