ravi rajani

Sara talks to storytelling coach and consultant, Ravi Rajani, in this week’s episode of Prospecting on Purpose. In addition to reviewing Ravi’s least favorite Disney character, the two discuss the power of story when it comes to effective selling.  Storytelling isn’t just customer success stories, it is inspiring stories to get a prospect to take action.  

The two spend their time discussing the vital components required for successful story-selling and the framework to craft specific stories using Ravi’s ACORN checklist.  Additionally, they discuss ways to elevate ourselves in the eyes of our customer by embracing our own stories.

It’s a fun episode and reminds us that we’re sales professionals, and we’re storytellers. 

More from Ravi: 

https://www.theravirajani.com/

https://www.theravirajani.com/yourelevatorstory 

LinkedIn: https://www.linkedin.com/in/ravirajani/ 

More from Sara: 

STAY UP TO DATE!   connect.saramurray.com 

www.saramurray.com

LinkedIn: https://www.linkedin.com/in/saramurraysales/

IG: https://www.instagram.com/saramurraysales/

Twitter: https://twitter.com/saramurraysales 

YouTube: www.youtube.com/@saramurraysales

ONCE UPON A TIME…

Storytelling in selling is something that a lot of sellers won’t take seriously as they either think they are not cut for it or they think it’s a waste of time. What they don’t realize is that storytelling is a very powerful tool to build up a relationship with your prospect toward the selling part of the conversation.

Tune in to the full interview of Ravi Rajani and discover the power of storytelling and you can make it sexy and effective, only here in Sales Transformation.

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

Power up your podcast experience by joining our Free Podcast Community!

EPISODE HIGHLIGHTS

• IT’S STORY TIME! Discovering The Selling Power Of Storytelling
• WRAP IT UP! Developing A Relevant Story For The Prospect
• EASY-PEASY! How To Deliver A Quick And Impactful Story
• STORYTELLING FOR VIRTUAL SELLING: How To Effectively Deliver A Story In A Virtual Selling Set-Up
• TREAD WITH CAUTION: Avoid Saying The Wrong Thing To The Right Person

Connect with Ravi and learn more about what he’s been working on!

• About Ravi
• About Ravi Rajani Consulting
• Ravi Rajani Website
• The Influential Communicator Podcast

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

• About Collin
• About Salescast
• Salescast Community
• Sales Transformation

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

ONCE UPON A TIME…

Storytelling in selling is something that a lot of sellers won’t take seriously as they either think they are not cut for it or they think it’s a waste of time. What they don’t realize is that storytelling is a very powerful tool to build up a relationship with your prospect toward the selling part of the conversation.

Tune in to the full interview of Ravi Rajani and discover the power of storytelling and you can make it sexy and effective, only here in Sales Transformation.

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

Power up your podcast experience by joining our Free Podcast Community!

EPISODE HIGHLIGHTS

• IT’S STORY TIME! Discovering The Selling Power Of Storytelling
• WRAP IT UP! Developing A Relevant Story For The Prospect
• EASY-PEASY! How To Deliver A Quick And Impactful Story
• STORYTELLING FOR VIRTUAL SELLING: How To Effectively Deliver A Story In A Virtual Selling Set-Up
• TREAD WITH CAUTION: Avoid Saying The Wrong Thing To The Right Person

Connect with Ravi and learn more about what he’s been working on!

• About Ravi
• About Ravi Rajani Consulting
• Ravi Rajani Website
• The Influential Communicator Podcast

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

• About Collin
• About Salescast
• Salescast Community
• Sales Transformation

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

WATCH OUT ON YOUR WAY!

Like any other conversation, you have to be careful with what you say or ask when storytelling, especially when you are asking about something to relate with the prospect.

Tune in now and learn more about this in Ravi and Collin’s conversation, only here in the latest episode of Sales Transformation.

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

Power up your podcast experience by joining our Free Podcast Community!

EPISODE HIGHLIGHTS

Collin - Be careful with what you assume

“I guess they could go either way, so be careful. Be careful with what you assume, in how you ask the question, to tee them up to tell you a story.”

Ravi - Be mindful with your questions

“Be very, very mindful of what you're asking, and in that case, I couldn't say the wrong thing to the right person.”

Connect with Ravi and learn more about what he’s been working on!

• About Ravi
• About Ravi Rajani Consulting
• Ravi Rajani Website
• The Influential Communicator Podcast

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

• About Collin
• About Salescast
• Salescast Community
• Sales Transformation

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

WATCH OUT ON YOUR WAY!

Like any other conversation, you have to be careful with what you say or ask when storytelling, especially when you are asking about something to relate with the prospect.

Tune in now and learn more about this in Ravi and Collin’s conversation, only here in the latest episode of Sales Transformation.

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

Power up your podcast experience by joining our Free Podcast Community!

EPISODE HIGHLIGHTS

Collin - Be careful with what you assume

“I guess they could go either way, so be careful. Be careful with what you assume, in how you ask the question, to tee them up to tell you a story.”

Ravi - Be mindful with your questions

“Be very, very mindful of what you're asking, and in that case, I couldn't say the wrong thing to the right person.”

Connect with Ravi and learn more about what he’s been working on!

• About Ravi
• About Ravi Rajani Consulting
• Ravi Rajani Website
• The Influential Communicator Podcast

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

• About Collin
• About Salescast
• Salescast Community
• Sales Transformation

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

LOOK AT ME NOW!

The beauty of a story is nothing if you fail to do proper eye contact, whether it’s face-to-face or virtually.

Ravi will be giving us tips on how to properly deliver a good story virtually for more effective storytelling, especially in this virtual selling age.

Tune in to learn these tips here in the latest episode of Sales Transformation!

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

Power up your podcast experience by joining our Free Podcast Community!

EPISODE HIGHLIGHTS

Look down the lens of your camera

“Here's what I want you to do people, I want you to look down the lens of the camera, and think of it as the eyes of your best friend.”

It's weird, but get used to it!

“The demeanor in the emotion that you put into what you're saying matters a lot, and it is weird looking at the camera lens, but look, this is the way that we're doing business.”

Always ask an open-ended question

“That immediately starts to build a connection so something small that you can do is ask an open-ended question.”

Connect with Ravi and learn more about what he’s been working on!

• About Ravi
• About Ravi Rajani Consulting
• Ravi Rajani Website

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

• About Collin
• About Salescast
• Salescast Community
• Sales Transformation

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

LOOK AT ME NOW!

The beauty of a story is nothing if you fail to do proper eye contact, whether it’s face-to-face or virtually.

Ravi will be giving us tips on how to properly deliver a good story virtually for more effective storytelling, especially in this virtual selling age.

Tune in to learn these tips here in the latest episode of Sales Transformation!

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

Power up your podcast experience by joining our Free Podcast Community!

EPISODE HIGHLIGHTS

Look down the lens of your camera

“Here's what I want you to do people, I want you to look down the lens of the camera, and think of it as the eyes of your best friend.”

It's weird, but get used to it!

“The demeanor in the emotion that you put into what you're saying matters a lot, and it is weird looking at the camera lens, but look, this is the way that we're doing business.”

Always ask an open-ended question

“That immediately starts to build a connection so something small that you can do is ask an open-ended question.”

Connect with Ravi and learn more about what he’s been working on!

• About Ravi
• About Ravi Rajani Consulting
• Ravi Rajani Website

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

• About Collin
• About Salescast
• Salescast Community
• Sales Transformation

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

WHY MAKE IT SO COMPLICATED?

A lot of sellers do not engage in storytelling because they think it complicates things when it is not. 

Ravi is back to talk about how you can create an impactful story with a 10-day 60-second video challenge using the PSA method. Discover how you can do this in 4 easy steps only here in the latest episode of Sales Transformation!

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

Power up your podcast experience by joining our Free Podcast Community!

EPISODE HIGHLIGHTS

Why reps don't apply storytelling

“The first one is a belief that you're not an innate storyteller. There's this belief that it's not a skillset or a muscle that can be worked on. You're either born with it, or you're not, and I don't believe it. My opinion, that's not the truth. I believe it's something you can obtain.”

Try the PSA method

“You've got to use a specific method, and this method is called the PSA method to share the story. And now a great dude called Victor Antonio calls this the SPAR framework and different people call it the P framework. Whatever it is, but I believe in it as a PSA method, point, story, audience impact.”

4 easy-peasy steps of storytelling

“You're going to give the context, the conflict, the turning point, and the transformation, and then you're gonna head to why this is important to the individual watching this video today.”

Less is more

“It's about plucking the moral of the story from that and aligning it with a million dollar problem.”

Connect with Ravi and learn more about what he’s been working on!

• About Ravi
• About Ravi Rajani Consulting
• Ravi Rajani Website

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

• About Collin
• About Salescast
• Salescast Community
• Sales Transformation

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

WHY MAKE IT SO COMPLICATED?

A lot of sellers do not engage in storytelling because they think it complicates things when it is not. 

Ravi is back to talk about how you can create an impactful story with a 10-day 60-second video challenge using the PSA method. Discover how you can do this in 4 easy steps only here in the latest episode of Sales Transformation!

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

Power up your podcast experience by joining our Free Podcast Community!

EPISODE HIGHLIGHTS

Why reps don't apply storytelling

“The first one is a belief that you're not an innate storyteller. There's this belief that it's not a skillset or a muscle that can be worked on. You're either born with it, or you're not, and I don't believe it. My opinion, that's not the truth. I believe it's something you can obtain.”

Try the PSA method

“You've got to use a specific method, and this method is called the PSA method to share the story. And now a great dude called Victor Antonio calls this the SPAR framework and different people call it the P framework. Whatever it is, but I believe in it as a PSA method, point, story, audience impact.”

4 easy-peasy steps of storytelling

“You're going to give the context, the conflict, the turning point, and the transformation, and then you're gonna head to why this is important to the individual watching this video today.”

Less is more

“It's about plucking the moral of the story from that and aligning it with a million dollar problem.”

Connect with Ravi and learn more about what he’s been working on!

• About Ravi
• About Ravi Rajani Consulting
• Ravi Rajani Website

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

• About Collin
• About Salescast
• Salescast Community
• Sales Transformation

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

STORIES ARE MEANT TO RELATE.

Ravi is back to talk about the ins and outs of storytelling.

In this episode, Ravi and Collin will discuss the need to wrap your story around the prospect’s problem and ensure that it’s the right story for the client.

Start telling amazing stories with what you’ll learn in this latest edition of Sales Transformation.

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

Power up your podcast experience by joining our Free Podcast Community!

HIGHLIGHTS

• Wrap your story around the million-dollar problem
• Focus on your delivery and description
• Case studies vs. success stories
• Pick the right story for the prospect

QUOTES

Ravi - Wrap it up with relevance:

“Wrapping your story around how you've served somebody with a similar DNA, who's gone from pain to glory, and alleviated that problem is huge.”

Ravi - Delivery makes the difference:

“You really got to think about the delivery because that's one really, really good way to separate you.”

Connect with Ravi and learn more about what he’s been working on!

• About Ravi
• About Ravi Rajani Consulting
• Ravi Rajani Website

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

• About Collin
• About Salescast
• Salescast Community
• Sales Transformation

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

STORIES ARE MEANT TO RELATE.

Ravi is back to talk about the ins and outs of storytelling.

In this episode, Ravi and Collin will discuss the need to wrap your story around the prospect’s problem and ensure that it’s the right story for the client.

Start telling amazing stories with what you’ll learn in this latest edition of Sales Transformation.

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

Power up your podcast experience by joining our Free Podcast Community!

HIGHLIGHTS

• Wrap your story around the million-dollar problem
• Focus on your delivery and description
• Case studies vs. success stories
• Pick the right story for the prospect

QUOTES

Ravi - Wrap it up with relevance:

“Wrapping your story around how you've served somebody with a similar DNA, who's gone from pain to glory, and alleviated that problem is huge.”

Ravi - Delivery makes the difference:

“You really got to think about the delivery because that's one really, really good way to separate you.”

Connect with Ravi and learn more about what he’s been working on!

• About Ravi
• About Ravi Rajani Consulting
• Ravi Rajani Website

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

• About Collin
• About Salescast
• Salescast Community
• Sales Transformation

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

DITCH THE FEATURE SELLING AND START STORYTELLING.

Many sellers are too focused on the features, the benefits, and the scripts are getting too boring. It’s time for some storytelling to get the message across.

Ravi, Founder of Ravi Rajani Consulting is here to discuss the power of storytelling and how it can be a game changer for you, listen up only here in Sales Transformation.

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

Power up your podcast experience by joining our Free Podcast Community!

HIGHLIGHTS

• Build relationships with stories
• Becoming a storyteller
• You shouldn't make up stories
• Find the million dollar problem
• It's all about the delivery
• Wrap your story on the prospect's problem

QUOTES

Collin - Don’t sell, there are stories to tell:

“Ditch feature selling and start storytelling so they can increase their ACV, reduce their sales cycle and win relationships for life.”

Ravi - Shut up if you’re just making it up:

“You're not going to have a conviction in what you're saying. It's just not ethically moral.”

Ravi - It’s all about the delivery of the story:

“A lot of people feel like their stories are boring when actually it's just framing and the way they describe it, and the way that they share the story. That's a game changer.”

Connect with Ravi and learn more about what he’s been working on!

• About Ravi
• About Ravi Rajani Consulting
• Ravi Rajani Website

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

• About Collin
• About Salescast
• Salescast Community
• Sales Transformation

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

DITCH THE FEATURE SELLING AND START STORYTELLING.

Many sellers are too focused on the features, the benefits, and the scripts are getting too boring. It’s time for some storytelling to get the message across.

Ravi, Founder of Ravi Rajani Consulting is here to discuss the power of storytelling and how it can be a game changer for you, listen up only here in Sales Transformation.

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

Power up your podcast experience by joining our Free Podcast Community!

HIGHLIGHTS

• Build relationships with stories
• Becoming a storyteller
• You shouldn't make up stories
• Find the million dollar problem
• It's all about the delivery
• Wrap your story on the prospect's problem

QUOTES

Collin - Don’t sell, there are stories to tell:

“Ditch feature selling and start storytelling so they can increase their ACV, reduce their sales cycle and win relationships for life.”

Ravi - Shut up if you’re just making it up:

“You're not going to have a conviction in what you're saying. It's just not ethically moral.”

Ravi - It’s all about the delivery of the story:

“A lot of people feel like their stories are boring when actually it's just framing and the way they describe it, and the way that they share the story. That's a game changer.”

Connect with Ravi and learn more about what he’s been working on!

• About Ravi
• About Ravi Rajani Consulting
• Ravi Rajani Website

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

• About Collin
• About Salescast
• Salescast Community
• Sales Transformation

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.