One reason stories are so powerful in sales is they lower your customer’s guard, enabling them to listen more attentively and ask questions more freely, while the salesperson talks more directly to their unconscious minds.
Storytelling is at the foundation of a three-day workshop offered by The Negotiation Experts. Here are key outcomes it says can be achieved with powerful stories:
- Better understanding of customer or client needs in order to create value.
- Shorter sales cycles to close deals faster
- Increasing your margins by claiming more of the value that you’ve created, while discounting less
- Fostering more collaborative relationships
- Knowing when and how to switch negotiation styles to handle tough customers who compete with or avoid you
- Mastering persuading and influencing techniques that win more ‘yes’ replies to your proposals without having to make costly concessions
- Take control of meetings from the start, using smartly crafted questions in the right order to deliver the information you need
- Tailoring your approach to more closely match your client’s personality to enjoy more success and save time
- Improved prospect qualification, saving time on low-profit or no-profit accounts
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