Story-selling Secrets - 3 Ways Stories Will Help You to Sell More (While Never Being Pushy)

Discover the power of story-selling: Here are 3 reasons why stories can help you win more sales while never feeling you're being pushy. And learn why story-selling trounces traditional (push features and benefits & then handle objections) selling tactics, time and again.

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Video Transcript:

Here are 3 reasons why stories can help you to sell a lot more while never feeling that you're even remotely pushy!

There's a good reason why most people - and I'm one of them - don't like to feel like they're being sold to. You know, the type of person who says "Look, here’s what I have, sir or madam. And It does this, that, and the other thing and costs XYZ. How many would you like to buy?

And if you're kind of hesitant they’ll say: Ah, so you have objections. Let me handle those!" Basically, what are they doing? They're showing you all the reasons why you're wrong.

No wonder our hackles oftentimes go up. And it's really not a pleasant way in which to buy.

Truth is, you are much better to lead with stories. Here's why.

Most every decision that you make in life is based on an emotional reaction. And the number one source of emotional input in your life?

It's the stories that you hear, it's the stories that you share, and it’s the stories that you tell - including the stories that you tell yourself.

But there's more here. The three things that stories do that traditional selling simply can't do at the same level:

The first thing is, if you have examples of how other people have overcome challenges that are ‘kind of meaningful to me', where I can learn something from their experience…That's terrific, because I will inject myself into what they experienced and then develop my own hope - where, I think: "Well, wouldn't it be good if I could do that?"

The second thing that we latch onto is when we're making a decision to buy anything we're taking a little bit of a risk. And we don't really want to take a big risk. So if you have shown ‘Here is what I have already done’ and I can look at that and say "Actually, yeah, there's a bit of proof in the pudding”. That gives me an extra bit of reassurance...That is MY reassurance, and not you saying "Here's why you should do something".

The third thing that happens with stories is that: As you're listening to a story, you experience, what's going on in that for your own reasons - at a personally relatable level.

And the upshot is we trust our own judgement in these things. And automatically, and you won't even think about it: you'll place more trust in the person who is sharing the story with you.

The upshot is that if you use more stories, it is inherently more human. It's inherently more enjoyable. It's inherently easier for people to decide: "I'm going to do something, for my own reasons...and not because
you said so".

Get that into your head and I promise your sales will go through the roof.