STORY TELLING
STORY TELLING
October 4, 2010
2011
AIRED: August 29, 2011 PODCAST: “So What’s Your Story? Does It Compel People To Listen?” GUEST ON THE PODCAST: Brooke Green LISTEN: http://www.advancedsellingpodcast.com/so-‐whats-‐your-‐story-‐does-‐it-‐compel-‐people-‐to-‐listen/ SUMMARY: Sales people in any profession MUST be better story tellers. Telling someone your information is not enough today. You must build the context through how you position your product. And the best way to do that is through your stories. Brooke Green is this week’s guest on the podcast. Brooke is a Caskey trainer and has deep experience in helping people tell their story and communicate their value through their words. Brooke addresses 2 of the 5 strategies that you can use to become a better communicator through ‘story.’ ~~~~~~~~~~~~~~~~~ Connect with Brooke: www.linkedin.com/in/brookegreen @CaskeyChick ~~~~~~~~~~~~~~~~~ You’ve just written an email to a prospect who’s not calling you back. You get ready to hit SEND…but as you read it again, you realize it just doesn’t quite capture your thoughts. Here’s our advice: STOP – Don’t SEND! Instead, read EMAIL IT!, The Seller’s Guide to Emails That Work. (http://emailitsellersguide.com/)
So What’s Your Story? Does It Compel People To Listen? Podcast Guest: Brooke Green October 4, 2010 2011
LEARNING/ EXPERIENCE
DRAW YOUR LINE IN THE SAND
Your story should include your search of finding the best way to help your customers. What were your struggles? Your mistakes? What did you do or learn to be where you are today? Your customers want to know that you understand their world. Connect the dots for them. Share your experiences – good, bad and ugly. It is your obligation to share your learning; to help them discover, explore and solve their problems.
You can’t be on both sides in your story. You can’t be all things to all people. Take a stand – have an opinion. If someone chooses not to work with you because of your feelings and beliefs it’s okay. Our goal is to tell our story and have prospects raise their hand to say “yes, you’re my guy” or “no, not for me”. Either way, you’re moving forward.
You are never finished. Your story should change with the people that you YOUR STORY IS EVER-‐CHANGING are sharing it with. It will change as your experiences change. You will find things that work and things that don’t. It is just like any muscle, you have to keep working it so that you don’t lose it.
2
October 4, 2010
2011
AIRED: August 29, 2011 PODCAST: “So What’s Your Story? Does It Compel People To Listen?” GUEST ON THE PODCAST: Brooke Green LISTEN: http://www.advancedsellingpodcast.com/so-‐whats-‐your-‐story-‐does-‐it-‐compel-‐people-‐to-‐listen/ SUMMARY: Sales people in any profession MUST be better story tellers. Telling someone your information is not enough today. You must build the context through how you position your product. And the best way to do that is through your stories. Brooke Green is this week’s guest on the podcast. Brooke is a Caskey trainer and has deep experience in helping people tell their story and communicate their value through their words. Brooke addresses 2 of the 5 strategies that you can use to become a better communicator through ‘story.’ ~~~~~~~~~~~~~~~~~ Connect with Brooke: www.linkedin.com/in/brookegreen @CaskeyChick ~~~~~~~~~~~~~~~~~ You’ve just written an email to a prospect who’s not calling you back. You get ready to hit SEND…but as you read it again, you realize it just doesn’t quite capture your thoughts. Here’s our advice: STOP – Don’t SEND! Instead, read EMAIL IT!, The Seller’s Guide to Emails That Work. (http://emailitsellersguide.com/)
So What’s Your Story? Does It Compel People To Listen? Podcast Guest: Brooke Green October 4, 2010 2011
LEARNING/ EXPERIENCE
DRAW YOUR LINE IN THE SAND
Your story should include your search of finding the best way to help your customers. What were your struggles? Your mistakes? What did you do or learn to be where you are today? Your customers want to know that you understand their world. Connect the dots for them. Share your experiences – good, bad and ugly. It is your obligation to share your learning; to help them discover, explore and solve their problems.
You can’t be on both sides in your story. You can’t be all things to all people. Take a stand – have an opinion. If someone chooses not to work with you because of your feelings and beliefs it’s okay. Our goal is to tell our story and have prospects raise their hand to say “yes, you’re my guy” or “no, not for me”. Either way, you’re moving forward.
You are never finished. Your story should change with the people that you YOUR STORY IS EVER-‐CHANGING are sharing it with. It will change as your experiences change. You will find things that work and things that don’t. It is just like any muscle, you have to keep working it so that you don’t lose it.
2
