Nr. 307 - Verkaufen ohne Angst zu erzeugen - So nutzt du Storytelling im Vertrieb [2023]
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Explore "storyselling" with insightful episodes like "Nr. 307 - Verkaufen ohne Angst zu erzeugen - So nutzt du Storytelling im Vertrieb [2023]", "Story Selling: Six Key Principles To Level Up Your Sales Prowess With Bernadette McClelland", "262: El poder de las historias para triunfar en la vida - Nacho Caballero", "262: El poder de las historias para triunfar en la vida - Nacho Caballero" and "Nr. 294 - Besser verkaufen mit guten Geschichten - Verkauftstrainer Tarek Abouelela" from podcasts like ""Geschichten, die verkaufen - Mehr Umsatz durch Content Marketing und Business Storytelling", "The Selling Well", "Emprendedores Digitales", "Emprendedores Digitales|Marketing Online" and "Geschichten, die verkaufen - Mehr Umsatz durch Content Marketing und Business Storytelling"" and more!
All sales leaders and salespeople face three challenges: finding the right level of connection with the buyer, having the right depth of conversation with that buyer, and increasing the rate of conversion. Sales thought leader Bernadette McClelland finds the root cause of these challenges in the stories involved, whether these are the stories we tell ourselves as salespeople or the stories we tell the buyer. In this conversation, Bernadette McClelland unpacks the concept of “story-selling” and shares its six essential principles that will take your sales prowess to the next level. She also talks about the key things discussed in her latest book, SHIFT and DISRUPT: Stop Selling Widgets. Start Selling Wisdom. Prepare to take some notes as we pick the mind of one of the greatest selling wisdom purveyors anywhere!
Héroe de tu vida, guía de tu cliente. El poder que tienen las historias para triunfar en la vida personal y laboral.
Entrevistas a los mejores referentes del mundo del emprendimiento, negocios digitales y desarrollo personal.
Te enseñaremos las mejores estrategias y tácticas para que tú también emprendas con éxito.
Tenemos con nosotros a Nacho Caballero, experto en Storytelling y Storyselling.
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¿Quieres ir sólo o multiplicar tus probabilidades de éxito?
--------- EPISODE CHAPTERS ---------
(0:00:00) - Story Selling in Modern Sales Approach
(0:11:52) - Shift and Disrupt
(0:20:25) - Shifting Sales Mindset and Sales Approach
--------- EPISODE CHAPTERS WITH SUMMARIES ---------
(0:00:00) - Story Selling in Modern Sales Approach (12 Minutes)
Bernadette McClelland discusses a concept of story selling, which is a philosophy rather than a methodology, and looks to augment existing methodologies such as spin, challenger, and MET.
The story selling philosophy is beneficial for sales professionals as it helps to elevate their connections and accelerate their pipeline conversions.
(0:11:52) - Shift and Disrupt (9 Minutes)
We discuss how salespeople need to move away from the conditioned way of selling and shift and disrupt their buyers' thinking.
We explore the evolution of different economies, from the hunter-gatherer to the industrial economy and the knowledge economy, and how we are now in the connection economy.
We also consider the statistics that only half of businesses are making their numbers, as well as the mismatch between what salespeople are offering and what buyers are expecting.
Finally, we reflect on how salespeople need to move away from simply selling and look to shift and disrupt the customer's thinking in order to make an impact and create a successful business.
(0:20:25) - Shifting Sales Mindset and Sales Approach (12 Minutes)
We discuss the need to give ourselves permission to think and how this can be beneficial for brain health.
We also explore how drawing on flipcharts or using talk tracks can help salespeople challenge their buyers more effectively.
We emphasize the importance of tapping into a coach approach to understanding buyers' stories and priorities and how this can help us become better prepared for conversations.
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Watch this episode on YouTube
The third crucial skill for effective selling requires us to use storytelling to illustrate solutions as opposed to pushing product.
In today’s episode, Sara unpacks the evolution of storytelling as the oldest form of communication, how it impacts every part of business, and why it’s a crucial skill in sales.
Put simply, storytelling connects to the emotional part of the brain. Purchasing decisions are often based on emotion as opposed to logic. Sara outlines how the brain receives facts and figures (hint *not well*) and how we can greater influence the sale with the power of story. Additionally, in B2B environments, we don’t always have the opportunity to speak directly to the decision maker. Incorporating storytelling helps us overcome this “train the trainer” sales situation.
Having a compelling narrative allows us to become more memorable and build trust with the client. And in today’s environment, with so much pulling at us in all areas of life, why wouldn’t we use a strategy that helps make us memorable?
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In this episode of the Sale Influence(r) podcast, I speak with the Story Seller from Down Under, Bernadette McClelland who walks us through the use and power of selling using storytelling. This episode is sponsored by Bigtincan: http://www.Bigtincan.com
Victor Antonio: http://www.VictorAntonio.com
https://youtu.be/El3IgkUqbHo
Il est scientifiquement prouvé que les Story Selling ont plus de résonance auprès des gens que toute autre chose. Vous pouvez être aussi logique que vous le souhaitez, mais si vous n'êtes pas entouré d'une histoire, votre message ne sera pas aussi efficace. De nombreux articles montrent comment notre cerveau réagit aux Story Selling. Les chercheurs ont prouvé à maintes reprises que, lorsqu'on nous raconte des Story Selling plutôt que de simples points et analyses, nous utilisons plusieurs zones de notre cerveau. En un sens, raconter des Story Selling active différentes parties de notre cerveau, alors que les listes à puces n'activent qu'une seule zone. Plus notre cerveau est actif, plus nous sommes actifs et intéressés. La London School of Business a réalisé une étude selon laquelle "... les gens retiennent 65 à 70 % des informations partagées par le biais d'Story Selling, alors que seulement 5 à 10 % des informations sont retenues par la présentation sèche de données et de statistiques". Quelle que soit la méthode que vous choisissez, et c'est la règle la plus importante, ASSUREZ-VOUS QU'ELLE EST ENGAGEANTE. Il existe de nombreuses façons de communiquer une histoire, mais il y a quelques caractéristiques clés que nous devons garder à l'esprit lorsque nous partageons des Story Selling. Chaque fois qu'un ami vous raconte une histoire, vous vous sentez plus attaché à cette personne parce qu'elle vous présente quelque chose d'elle que vous ne connaissiez pas auparavant et cette histoire vous donne un sentiment d'importance en l'écoutant. Comme pour tout, c'est en forgeant qu'on devient forgeron. Vous devez pratiquer ces Story Selling pour qu'elles soient ancrées en vous. Il n'y a pas de place pour l'erreur, sinon votre histoire tombera à plat, c'est la même chose ici. Une bonne narration dans la vente n'est pas compliquée : personne n'attend le prochain Harry Potter. Il s'agit de montrer comment votre produit va affecter positivement votre client potentiel en utilisant des exemples concrets dont il pourra s'inspirer.
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#storyselling #storytelling #vendreplus
Mario Loubier 514-434-9423
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Vente, Expérience client, Leadership
Olivers Vertriebskarriere startete bereits mit 21 Jahren im Aussendienst, wo er über die Jahre hinweg seine eigenen umsatzstarken Verkaufstechniken entwickelt hat.
Aufgrund seines Erfolges wurde er unter anderem mit bereits 27 Jahren bei seinem damaligen Arbeitgeber zum jüngsten Vertriebsleiter der Unternehmensgeschichte befördert.
Heute hören tausende Menschen seinen Podcast, schauen seine Videos auf YouTube, was ihn zum anerkannten Experten zum Thema Vertrieb und StorySelling im deutschsprachigen Raum macht.
Die Menschen schätzen seine hohe Praxisorientierung, die schnelle Auffassungsgabe und seine kreativen Geschichten, die zu noch mehr Vertriebserfolg verhelfen.
Von seinen Unternehmenskunden hat er den Titel Mr. B2B verliehen bekommen, da er hier bereits auf viele erfolgreiche Projekte zurückblicken kann und seine erfolgreichen Strategien 1:1 an seine Kunden weiter gibt.
Seine zusätzliche Mission ist es, gerade auch jungen Menschen dabei zu helfen erfolgreich ab Tag 1 in den Vertrieb zu starten.
Dieser Berufspodcast richtet sich vor allem an Fach- und Führungskräfte und nicht nur, wenn sie auf Jobsuche sind. Wenn du an Karrierechancen interessiert bist, dann erhältst du für deine Stellensuche viele wertvolle Tipps von erfahrenen Experten. In Interviews kommen erfolgreiche Menschen mit Topjobs zu Wort. Was begeistert sie besonders bei ihrer Aufgabe? Wie haben sie ihre Führungsposition gefunden? Welche Aus- und Weiterbildungen waren für sie relevant? Erfahrene HR Profis informieren dich hier über die sich verändernden Anforderungen im Arbeitsmarkt. Damit bist du immer einen Schritt voraus und der Gestalter deiner erfolgreichen Karriere. CEO’s und Geschäftsführer schildern ihren Weg an die Spitze, damit du von den Besten lernen kannst. Sie geben dir viele wertvolle Tipps für deine berufliche Karriere. Weiters sind immer wieder interessante und auch bekannte Redner, Coaches und Trainer dabei. Lass dich auch von ihnen inspirieren und gestalte deine Karriere möglichst erfolgreich. Mein Name ist Christoph Stelzhammer, Inhaber der C. Stelzhammer GmbH veredelt vermitteln und des Berufszentrum.ch. Mitarbeitende zu Höchstleistungen zu bringen und in die richtigen Teams zu integrieren, gehört zu meinen Leidenschaften. Menschen erfolgreich machen und sie dabei zu unterstützen, auf ihrem beruflichen Lebensweg sich selbst sein zu können. Nimm dein Leben in die eigene Hand, folge deiner Bestimmung und lebe deine Talente. Als Fach- und Führungskraft stets authentisch aufzutreten und sich und andere erfolgreich machen. Dafür brenne ich und dieser Podcast ist auch Ausdruck meines persönlichen Lebenszwecks.
This week, we welcome Steve Wershing, CFP® of The Client Driven Practice. Steve is the author of Stop Asking For Referrals & co-host of the Becoming Referable podcast. Learn how to build your brand and how it can help you grow your Financial Advisory business. Define your niche & clearly express their challenges.
One of the biggest challenges we face is that we think, and our audience thinks, we are logical creatures. But most of the time, we don't know why we do what we do. In fact, up to 95 percent of persuasion and influence involves a subconscious trigger. This tendency means that inclinations like "It just feels right," "I trust this person," or "I don't like this person" are all based on subconscious emotional reactions.
Stanford researchers identify four causes for ‘Zoom fatigue’ and their simple fixes
So how can you use subconscious triggers to be more persuasive? What do you need to understand about these triggers that are hurting your sales? How can you persuade better and faster understanding why we do, what we do? Join me for this week’s podcast and discover The10 Psychological Techniques (And Tips) To Sell More And Persuade Faster.
Are you worried that your entrepreneurial journey isn’t taking you where you want to go? Jody Deane, host of the Flow Ninja podcast, shares his long and winding journey of entrepreneurship with us and tells us what he’s learned through his years of cold calling sales experience, voice acting in porn, selling event tickets and studying mindfulness in India, on this episode of The Rising Entrepreneur Podcast with Corey Benschop!
Get the full episode details and transcript here: www.therisingentrepreneur.com
Take a peek behind the scenes of what Corey’s doing with the podcast by joining Infinite Vibes – Corey’s private Facebook group where he’s documenting HIS journey of entrepreneurship, spirituality and everything in between, and shares the key insights he learns along the way! http://myfbgroup.com
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3 Main Takeaways:
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Resources:
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⏱️ TIMESTAMPS ⏱️
0:00 - Introduction
0:55 - Welcome to the show Jody Deane!
2:12 - This is a major secret to success.
7:10 - How Jody is staying accountable.
9:45 - Freedom comes with it’s own challenges.
11:30 - Jody started entrepreneurship in a roundabout way.
15:55 - Jody goes to Barcelona without knowing Spanish.
19:20 - He became a voiceover actor for pornography, among other things.
24:15 - One summer while on the beach, Jody got a new sales position.
27:20 - The blackhat software game began.
29:17 - The blackhat software game stopped.
32:19 - A spiritual calling brings Jody back to India for 18 months.
34:29 - Jody gets back into acting in Western Europe with people half his age.
39:41 - What it’s like dealing with uncertainty all the time.
42:20 - Jody realizes what he’s meant to do with his life.
45:00 - When the mind tells you to play small.
48:27 - Why it’s important to surround yourself with the right community.
53:35 - This is your permission to go out and share your struggles.
54:50 - Corey shares his experience in Barcelona.
55:55 - Dealing with the judgement of others.
57:08 - What’s exciting Jody in the digital landscape.
64:10 - The opportunity we all have to share our message.
65:32 - The strategies Jody uses to keep everything going.
73:37 - Jody’s last piece of advice.
75:10 - Where to learn more about Jody’s story.
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Website: https://therisingentrepreneur.com
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Want to be a guest on the show?
Apply here: https://apply.therisingentrepreneur.com
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Your closing process will often require you to speak to a board or a group of people about your product or service, and you must provide value to your audience when presenting in person.
The Sales Evangelist Certified Sales Training Program provides specific sections for prospecting, building value, and converting to a paying client, and we’ve designed the training to help sellers prepare for presentations and to train their teams to do the same. It’s designed to help sales reps and sales teams improve their skills, find the right customers, adopt the right activities, ask the right questions, build strong value, and close more deals.
Guessing game
Many situations demand that sellers meet with a team of individuals who will ask a variety of questions about the product or service. You’re wasting your time if you don’t understand the problems they need to solve or the challenges they are facing. It doesn’t make sense to play the guessing game during the limited time you have with this group of people.
Once you understand the issue, you must also determine who the decision-makers and buyers are. You must understand the timeframe they are working against and their budget for the purchase.
The company you’re pitching to will also bring in competitors who will pitch as well, but they aren’t your concern.
Storytelling
John Livesay recently spoke about storytelling and the need to be memorable. It doesn’t matter who presents first or last, but rather who tells a better story.
Consider having other team members attend the presentation with you and introduce themselves by telling an interesting story. Perhaps your CTO can share how his love of Legos® pushed him to create complex things and find solutions to problems. It inserts personality into the presentation.
Tactical presentation
Make sure you know who will present information on the buyer’s behalf. Have someone from your organization research to determine who will attend.
If possible, learn what those people hope to discover from your presentation. Engage your champion, or the person you’ve been working with to this point, to find out whether you can introduce yourself prior to the presentation. When you do that, ask them what questions they’d like you to address in your presentation and then be prepared to address those specific topics.
Once you understand who will attend and what information they’ll be seeking, you can build your presentation around those topics.
Recruit help
If at all possible, take someone else to the presentation with you. Take several people if you can. Assemble a team of people from different departments.
When you set up in the conference room, don’t divide yourself on opposite sides of the table. Use name cards for both groups to indicate where different people should sit. Also make sure you spell everyone’s names correctly.
Intersperse the members of your group among the members of the company you’re pitching to. When you have breaks in the action, because the two teams are sitting together, they’ll be able to share conversation instead of squaring off like rival gangs.
We recently used name cards for a presentation and they were a huge hit. The company was blown away by the preparation and the organization that went into the meeting. They assumed that if we were willing to invest that much preparation in a presentation like this, we’d certainly do it in our efforts to help them solve their problems.
Control engagement
Develop slides that include imagery rather than a jumble of words. Tell a story about the problem your prospect is facing and how you can help solve it. Demonstrate your solution.
Assign one member of your team to watch for reactions from the others in the room. Use him as a spotter. If he notices that someone is disengaged or fighting against sleep, he can signal that to you by interjecting or posing a question that will signal to you to adjust your direction.
Have him watch for body language that indicates interest or to take note of those people who are jotting down things while you’re talking.
If, for example, the IT director takes lots of notes during the presentation, at the break I could suggest to the presenters that we talk a bit about IT and the most common questions we hear.
The spotter’s role in any presentation is to be an integrator and to make sure questions get answered. We don’t want anyone to leave with unanswered questions. #SalesPresentation
Business case
Thank your champion in front of the entire group for making the presentation possible. Make her feel good in front of her colleagues.
Then begin the work of building a business case for your prospect. Explain that you’ll answer the questions they submitted ahead of time and address the challenges you see based on the lessons you’ve learned. Describe how you’ve solved these problems for others and how you’ll translate that to this organization.
Talk about how much the problem is likely costing the company and why they need to fix it. Explain how you’ll help, and do it all using stories.
Virtual meetings
You can apply many of these same concepts to your virtual meetings as well. Although you can’t intersperse the participants, you can consider sending some treats that will arrive prior to the presentation. You can even send treats that somehow tie to the presentation you’ll be making, like Swedish Fish to make the case that you’re going to help them land bigger clients.
Work to stand out from the pack by being unique and telling an amazing story.
Action plan
When the meeting is complete, everyone in that room should leave feeling like they participated and like they were fulfilled by what happened. Then provide a specific action plan for what happens next.
Present a few different options for ways to move forward. Give them time frames and explain the steps required to progress.
I conduct presentations this way and they work well for me and for the people I’m presenting to. I want you to realize the same benefits in your own presentations.
"Presenting In Person" episode resources
If you haven't connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I'm sharing there. I’m fairly easy to connect with. Just comment on something about my podcast. Send me an email.
You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester. You can take it on your own or as part of the semester group.
If you and your team are interested in learning more, we'd love to have you join us. Call (561) 578-1729 to speak directly to me or one of our team members about the program.
This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link.
As a savvy seller, you’ll want to continue learning, and you can take advantage of a free 30-day trial, complete with a free audio book, on Audible. They have thousands of books to choose from and you can begin your free trial today.
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Here are three elements to develop a compelling story and reason for people or customers to listen to you. www.VictorAntonio.com
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