There is an old expression, “Facts Tell, Stories Sell.” People spend their money and join companies because they get emotionally involved.
When you’re talking with a prospect, be careful about giving them too many facts. Very soon, you’ll see that you’ve lost their attention. But people LOVE stories. If you can learn to be a good story teller, you will be hugely successful.
One example of how to use this is, if your customer asks what ingredients are in the product you could say something like, “I don’t know about the exact ingredients, but I have a customer named Betty and she had a problem with _______, but when she started using ____, (this is what happened)… And the product is 100% guaranteed so if you don’t like it you can get your money back”
Third party stories are generally entertaining and they’re more apt to get your prospect’s attention. Your prospect sees himself through other people like them. A good 3rd party story will keep them involved. Every day, make it a point to collect stories to add to your repertoire. As you talk with prospects and find out what their needs are, you’ll want to have a story that fits their situation.
Your every day goal is to tell your story to willing listeners. You can tell it quickly as you listen to what is important to your prospect. Be sure that you relate what you are saying to the prospect and their needs.
Include all 5 senses if at all possible. The more senses you include, the more involved they will be. If you have samples, show them and let your prospect feel, smell or look at them. Sampling is a great way to start a conversation with anyone. Talk about how good they will feel when they use your products. Paint a mental picture of what their lifestyle could look like if they join your business.
By learning to become an excellent story teller, you will have the skills to achieve massive success in our profession!
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By Lynn Huber
p.s. When you master the skill of selling with stories, you will find a more engaged audience and increase your chances of getting a “yes!”
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