Sales Story #1: Explaining What You Do, Simply

June 23, 2017

We found this very interesting and funny article from Linkedin written by Paul Andrew Smith, a popular speaker with plenty of storytelling experience. If you're passionate about your career and are looking for a way to express it, we encourage you to read it! It is easily the most memorable of all articles we've read. At the end, you will find fews steps to invent and develop this kind of story for yourself.

 “In an earlier post, I shared an overview of the 25 most useful sales stories that salespeople need. In this post, I share an example of one of those 25 stories, and explain how you can craft a similar one for yourself. I'll discuss each of the other 24 sales stories in separate posts in the future, roughly in the order you're going to need them in the typical sales process.

And the earliest opportunity you have to tell a story is the moment you introduce yourself to a potential new customer.

It could be in an email you’re sending or a phone call you’re placing for the purpose of introducing yourself. Or it could be face to face at a networking event as you’re exchanging business cards with someone who may or may not turn out to be a prospect.

Whatever the venue, the question you’re answering is likely the same: “So, what do you do for a living?” And the way you answer that question will determine how much interest your prospects have in listening to anything else you have to say before deleting the email or making an awkward escape to the cocktail bar.

There are generally two types of stories used at this stage of the relationship. The first type explains what you do for a living in a way that’s meaningful if your audience happens to be a prospect, but without putting them to sleep if they’re not. (I'll explain the second type in a future post.)

In other words, the story avoids this kind of corporate yawner that’s guaranteed to leave you standing alone at the hors d’oeuvre table:

 

I represent a company that’s best in class at optimizing the distribution channels between the core manufacturing center and the desired consumer experience."

 

What does that even mean? “

 

 

To read more:

https://www.linkedin.com/pulse/sales-story-1-explaining-what-you-do-simply-paul-andrew-smith

 

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