The STORY Behind The SALE

This workshop is designed to equip your team members in how to use storytelling and understand the power of story in each key part of the sales process:

1. In their pitch & presentations
2. In their follow-up activities
3. In their new client communications
4. In sourcing referrals and introductions from satisfied clients

The Story Behind The Sale is more than simply how salespeople can tell better stories. That’s a part of it. In view of the big picture, however, it’s about the story of being human; it’s about how we play different characters depending on what story we are in—our own story, or the story of our prospects.

In our own story, we’re the centre of the story, and the heroic journey is ours to make; alternatively, when we are serving others (selling solutions to their problems) we are not the centre, they are. That means they are playing the role of the hero—but what role then should the salesperson play? Not  having clarity on this is one of the significant blocks salespeople have in ensuring they close more sales. Misunderstanding what role they need to be playing in their prospects “story”.

This concept of understanding The Story Behind The Sale is a deeply ingrained part of the human experience. Joseph Campbell, one of the worlds leading thinkers on mythology and story in the last century, who read and studied thousands of myths and stories through the ages, across all cultures of the world, and discovered a pattern that ran through all the myths and stories that had lasting universal appeal. He wrote a book on his discovery called, “A Hero With A Thousand Faces,” essentially showing the common stages of mythical stories, and how they relate back to the individual reading and hearing them.

The power of this story-framework isn’t in its entertainment value, but in its ability to reveal a deep truth about ourselves. George Luke’s acknowledged the influence of Campbell’s work on writing Star Wars and Disney also decided to make their movies in this age-old story framework, coining it “The Hero’s Journey” which it is now most commonly called. The Hero’s Journey entered pop culture and is used by storytellers all over the world—but there is also a powerful application within business, and especially within sales.

By looking at the sales process through the lens of storytelling, salespeople can gain deep insights into what motivates both the prospect and the seller at different stages of the sales process, how to ensure the deal stays alive all the way to the close, and how to sell with a mindset that empowers both the seller to take the right kind of action and ensures the prospect receives the needed level of support and commitment before they make the leap of faith and sign the deal.

The workshop will also explore  methods on how to identify with their prospects and clients with more authenticity, develop their emotional intelligence to create greater empathy and genuine connections.

For more information you can contact me on 0423 600 793, or email [email protected] - I'd love to connect with you and discuss what outcomes you are seeking from your sales team and how I can help you achieve them by leveraging the power of storytelling.