Storytelling for Sales help professionals outperform competition through Storytelling Workshops

Storytelling Beats Solution Selling

 By  Mark Schenk —October 21, 2016

We developed the first version of our Storytelling For Leaders program nearly 10 years ago. Subsequently, we were asked many times to modify the program for storytelling skills for sales teams. The results were so effective we set about developing a specific program for sales, Storytelling for Sales, which was released in 2015.

I’ve just finished reading a relatively recent book by one of the world’s sales training gurus, Mike Bosworth, and it’s a superb advertisement for our Storytelling for Sales program. Read more

How To Get The Most From Your Mission Statement

Google a random sampling of mission statements and I think you’ll agree that many sound like somebody choked a thesaurus to death. Many are gratuitous proclamations  that could give an insomniac faster relief than a dose of late-night infomercials.

For any company, especially those just starting out, a meaningful mission statement needs to be broad enough to avoid painting it into a corner. But beware. A statement as                                                       broad as “We will provide our customers excellent service,” is as rousing as “We will always wear shoes.”  Read more

Branding Backstories

11 Questions To Help You Find Your Brand’s Backstory

 

One of life’s biggest challenges is to harness randomness – to add structure, to aid predictability, to find the cause in order to explain the effect.  Try as we may to forecast earthquakes, estimate our own life expectancy or guess the winning lottery number, randomness is sometimes all-powerful and refuses to be controlled. But when  forced to guess the future, we turn to our past for clues. Right or wrong, we are usually comforted by assigning higher probabilities to the repeat of history.  This explains why your brand’s history will always be one of your most important assets.   Read more

The problem with Melania’s speech goes deeper than plagiarism

Did she or didn’t she?  Only her speechwriter knows for sure.

As the pundits volley back and forth about who, or if anyone is at fault for Melania’s alleged plagiarism, we are being distracted from another problem that continues to go unnoticed.

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Are You Beginning Your Presentation With A Cold Opening? Open With A Story Instead.

The only thing worse than having a bad habit is not realizing you have one.

You can’t change what you don’t recognize.

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Nothing Beats A Good Fact Better Than A Great Story

At around 2pm on November 23, 1963, Sister Mary Francis broke down in tears as she told us the story of how President Kennedy had just been killed.
At around 8:00 am on September 11, 2001, I walked off a elevator in a New Orleans hotel, wondering why people were milling around a TV set. When asked, I was told that somebody had just flown a plane into the World Trade Center.
We all have them. Moments, forever burned into our memory banks and readily recalled in vivid detail.

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Don’t fall into this business storytelling trap

 

I recently attended the Association For Talent Development (ATD) convention in Denver. To say the least, it is a marvelous convention for business trainers, professional speakers, and workshop moderators.

I was especially impressed with the fact that there were 14 talks given on how to use storytelling as a presentation tool for management, sales, training and recruiting.  However,

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How To Turn A Case Study Into A Case Story

 

When providing case studies to a prospective customer or client, we are typically drawn to answering three questions:

•What was the problem we had to solve?
•What was our solution?
•What were the measurable results?

The problem with using this three-question approach is that it forces us to rely on facts alone.

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