Storytelling Workshops For Sales
Storytelling for Sales and Persuasion is an intensive training program that will give your sales staff a relationship-building competitve edge. Unlike many sales workshops, this will be a workshop built around your specific product or service. This means that your sales staff will gain practice using persuasive storytelling strategies relevant to problems and opportunites they face.
Not that long ago, selling mostly involved presenting
the functions and features of your product in the best light. It was transactional and easy.
Then things got tougher and more complex, integrated selling happened. Big companies relied on their direct sales teams to land big deals.
But it wasn’t easy. A great solution seller became harder and harder to find.
When the Internet arrived, the buyer began to know more about the solution than the seller. Business models changed radically. We now live in a world where the largest taxi service doesn’t own any cars (Uber) and the largest accommodation service is property-free (Airbnb).
The solution sale remains one of the best ways to maintain premium pricing – it’s hard for a competitor to copy an integrated solution. But the sophisticated buyer now wants business insights, and to move their relationship with the seller from transactional to relational, even intimate. Consequently, sellers need to be even more savvy and productive.
It’s been said that star performers who sell solutions are almost 200% more productive than the average seller. When we ask sales managers what sets their star performers apart from the rest, they consistently tell us that the stars are intuitive strategic storytellers. Storytelling skills have become vital in the new selling environment.
So to bring the next 20–40% of
their sales teams up to the star performer level, organizations must help them to explicitly learn the storytelling techniques that their stars know implicitly.
Every attendee will be provided with a 150-page workbook to help them review and practice storytelling strategies following the workshop. Additionally, they will be provided with a Story Planner to help them spot and record stories they can use in live situations
Jim Signorelli is an Anecdote accredited Storytelling For Sales Trainer and conducts sales team workshops throughout the United States and Canada.