The Sales are All About the Stories

There are a number of factors that set top sales people apart from the rest, but the most frequent is that they are great storytellers. A great story captivates and connects with people. A great story from a top sales person has points that are not pitched, but are shared through relevant anecdotes and relatable accounts; therefore, the sales are all about the stories you can tell.

The most effective and experienced sales people most likely have a stash of these stories tucked away to pull out at different times during a conversation with a customer. It is completely natural for them. Their conversation is effective because they know what story to tell and how to tell it.

What would it look like with a whole sales team who have their own stash of stories with skills to share them? To start this up, you need to create a system for capturing these stories and publishing them into a format that is easy for each team member on your sales team to re-tell them.

Here are some different formats that were used in a B2B environment:

“One of our customers,