But before we dive right in, let us introduce ourselves in case this is your first visit. Welcome to the Sell or Die Podcast. We’re your hosts, Jeffrey & Jen Gitomer.
Between the two of us, we’ve written the books The Little Red Book of Selling, Sales in a New York Minute, plus 15 other best-selling books. We’ve also created the 7 figure sales formula program and the Breakthrough Business Babe Community.
Sell or Die is for sales professionals, sales managers, entrepreneurs, and business owners who want to sell more at full price, earn loyalty, and have an unlimited stream of referrals. Every single episode will give you real-world, easy-to-implement solutions so that you can get your calls returned, your proposals read and acted on while creating relationships that you can take to the bank.
And today we are focusing on the impact that storytelling can have on your ability to close more sales and how you can think of stories that are worth sharing with your customers.
For more details, listen to the ENTIRE episode on your favorite streaming platform.
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Many people don’t think they have stories or previous experiences that others can relate to but that is simply not true. We all have stories that are worth taking the time to uncover and share with others.
One of the best things you can do to find stories from your past is to go back to places in your mind. This could be going back to your old home, school, working experiences, vacations, etc. All of these past experiences can help you discover a story that could be used in your sales presentation or your business.
When you are thinking about the story you want to tell you need to be sure it is one that fits the point of your pitch. It’s your job as a salesperson to draw the connection and help your customer see how this relates to them.
If you can find a story that highlights a lesson you learned or something that happened to you bad or good, this can then become a tool that will help drive your point home with your audience. Finding a meaningful story isn’t that difficult, it just takes practice and mental clarity for you to think back to your previous experiences.
Something we don’t recommend is having a signature story. One of the top reasons for this is because you will end up losing your passion for it if it’s something you repeat or others repeat frequently. There are plenty of speakers who do this and you can tell that this is something they say over and over again and it loses its value and impact.
You instead would benefit more from creating lists of stories that you can use to relate to your audience. You will be way more memorable if you can bring a story that your customer relates to that has a lesson attached to it.
Don’t be afraid to use these stories on your sales calls. These stories make you relatable. You shouldn’t be telling jokes, you should be providing your customer with interactions you had that were remarkable or taught you something. If you can tell a story that gets your customer or prospect to tell a story back to you you have connected with them emotionally and that is what will lead to more sales.
We all have stories to tell. One of the best ways to connect with your customers is to utilize storytelling and use it in a way that connects you with them.
There are so many stories you can uncover from your past that would be relatable to your prospects. It’s up to you to find the stories that will help you drive your sales point home.
Be sure to listen to all of episode 556 for more details on why storytelling is so important in sales and how you can learn to pull stories from your past to help you to connect with your audience.
Thank you so much for listening to Sell or Die! We hope that this episode helped you understand the importance of continuously showing up as your best self even when things don’t go as planned.
If you enjoyed this episode please take a second to rate & review. Each review helps us help more people just like you make a difference in this world! Don’t forget to take a screenshot, share it in your Instagram stories, and tag us @jeffreygitomer and @jengitomer. See you next week!
Known as the King of Sales, Jeffrey Gitomer is the Author of 16 best-selling books including the Little Red Book of Selling, the Sales Bible, and his newest book Get Sh*t Done. In 2008, he was inducted in the Speakers Hall of Fame – the highest award in the speaking industry. His world-class list of clients include companies from Fortune 500 companies around the world. His digital Learning academy and signature course, The Seven-Figure Sales Formula, offers individuals and teams real-world sales strategies they can implement immediately.
Jen Gitomer gained her prowess in NYC as both a salesperson and award-winning sales leader for a Fortune 500 company. She is the best-selling Author of Sales in a New York Minute, CEO and Founder of Breakthrough Business Babe and a master business growth coach.
Jeffrey and Jen thank you, Diehard, for helping Sell Or Die achieve more than 2 million downloads!