One of the oldest types of communication is storytelling.

When your goal is to persuade/sell someone on your idea/product/service, one great technique is to tell stories.

Some salespeople are better than others.

My guest for this mini-series is Paul Smith, author, coach, trainer, and speaker focused on helping people tell better stories.

In this episode, we talk about the formula to use for using stories effectively in a sales conversation.

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People don’t buy features…they buy solutions.

AND

(most) People want to deal with and buy from someone they like and trust.

When you are selling a product/service that with fairly equal competitor options the prospect could choose from then one factor in their decision making process will be their interaction and relationship with you. 

This is in response to a questions I received:

“If you are selling the exact same product same specs and everything, pricing is very similar, how do you get the prospective client to buy “you” (Other than the obvious answer of build building rapport)”

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There are times when your service fails, and customers are unhappy.

You might even start to lose faith in what you are selling.

In this episode I discuss how to overcome that, mentally, as a salesperson.

The second topic for this episode is around selling without “selling”.

It’s helping people buy versus PUSHING them with your sales pitch.

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Now is the time to ask for what you want.

This is the last segment of my conversation with Dr. Wayne Baker – a champion on a mission to empower power to ask for what they want. 

Of course, this is completely applicable to the challenges that most salespeople encounter, within their own minds.

And I am not just referring to asking for that sale. 

I mean asking for what you want in your career – training, opportunities, advancements, mentorship.

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Do you know how to ask for what you want?

Part 2 of my conversation with Dr. Wayne Baker

We continue our discussion about how salespeople (and everyone, really) can improve their ability to ask for what they want, as well as what gets in the way – mentally – of going for it!

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Most people aren’t asking for what they want.

While it might seem like salespeople are the exception, in my experience, they are rarely asking for the sale, the promotion, the opportunity, etc. 

In this 3-part series, I speak with Dr. Wayne Baker, who is an ASKING expert.

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How do you get your prospects to buy “you”, especially when what you are selling is similarly available by other companies or professionals?

Luckily, people don’t buy features, they buy solutions. And they buy from people they like and trust.

In this Q&A session, taken from a LinkedIn video I did, I share my thoughts on building rapport and beyond such that your prospects understand that you care about them.

Once that happens, they will buy from you.

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Ever had a prospect ask you a question or raise an objection?

Has someone given you clear buying signals that you might have missed?

Have you ever been in a sales slump?

Not sure what to do about your follow up process?

Well, you are in luck – turns out I address all of these in today’s Authentic Persuasion Q&A

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What’s the difference between a friendly follow-up with a client and nagging them for their business?

How do you politely ensure that each client knows you are top of mind or Priority Number One while still juggling the needs of others?

I address this, plus a question about time management as a successful salesperson, in today’s Authentic Persuasion Q&A

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How do you effectively build rapport so the prospect feels comfortable enough to move forward?

You might not realize it, but there is a correct amount of rapport (and of course, an incorrect way).

The key with rapport is that it should be that initial stage that builds the foundation for the rest of the sales conversation.

In today’s Authentic Persuasion Q&A I address this topic submitted via LinkedIn.

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