How to Use Your Personal Story to Connect Emotionally with Buyers

Sales is a transfer of thoughts, ideas and emotions.  And one of the best ways to connect emotionally with buyers is with stories. Research even shows that when listening to a story, changes take place in our brains. We actually connect emotionally with the storyteller.  Of the 5 types of

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5 ways to make a BIGGER IMPACT with customer success stories in your presentation

Customer success stories or testimonials can be one of your strongest selling tools. The right success story delivered at the right time can be more persuasive to a prospect than anything you, the salesperson, has to say.   A customer who has experienced a similar situation, challenge, or goal has much

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5 Outside the Box Presentation Openings that Stand Out with Busy Buyers

Like the first scene of a movie, the opening of your presentation should grab your audience’s attention, set the stage – and let them know they are in the right theater! Unfortunately the typical sales presentation opens with a boring company overview that does nothing to distinguish you in a

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Using the One-Two Punch of Logic and Emotion in Your Presentation

Think back to purchasing your last car.  Did you buy it because it checked off a list of features?  Or did it just “feel” right?  You’ve probably heard the statement: Buyers buy on emotion and justify with logic.  Yet too many sales presentations speak to business buyers as if they

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3 Powerful Ways to Sell Against the Status Quo in your Presentation

Your presentation goes well, your business audience is receptive and impressed with your capabilities, and then . . . nothing.  The deal stalls. Surprise! You lost out to your biggest competitor, the Status Quo. As organizations become more risk adverse, solutions more complex and decisions impact a variety of areas,

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7 Tips in 5 minutes: Leveraging the Power of Storytelling in Sales (Recorded)

Got 5 minutes?  Find out the 7 tips you need to know to tell a compelling, purposeful story in your sales call or presentation by listening to this quick MP3 recording: How to leverage the power of Storytelling in Sales – in 5 Minutes! Click on link below to listen to

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5 Great Reasons to Tell a Story in Your Sales Presentation

Spotlight, 2016’s  Oscar winner for Best Original Screenplay, proved yet again that a good story, well told can pay big dividends. Storytelling can pay big dividends in your sales presentations as well when you follow a few rules. The first rule is critical to the success of your story, and that

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7 Tips for Using Stories in Sales to Win Business

Like a great movie, using stories in sales can make a strong impact on your business audience, differentiate you and your solution and inspire action in a way that delivering information alone simply can not.  On the flip side, a poorly crafted or executed story can cost you credibility, attention and

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