Anyone can tell a story during a sales meeting or demo – but what exactly do you need to know in order to craft a story that sells? 

Today, instead of featuring a guest, I am the guest – on my friend Jen Allen’s Winning the Challenger Sale podcast. 

In this episode, Jen and I discuss what makes sales stories unique to other forms of storytelling, where in the sales process to tell a story for the greatest impact and how to use my ACORN checklist to build a compelling sales story.

What We Discuss

Valuable Insights and Key Topics

• One story has the ability to create thousands of relationships. How? Through connection. Humans are hard wired for storytelling – it’s an evolutionary trait we developed in order to remember life-saving lessons about the world around us. 

• Storytelling begins with active listening. In order to reflect a prospect’s million dollar problem back to them and to paint a vivid picture about what life looks like once they've solved their challenge, you need to make them feel seen, heard and understood. How? By listening with intention. An exercise shared in today's episode will help you do just that!

Notable Quotes

• “...your story and the way you communicate isn't designed to give you significance. It's designed to give your ideal client significance...” – Ravi (30:58)

Useful Resources;

Ravi Rajani's social media

Head over to www.insightly.com/influential to learn more about how you can build customer relationships that last a lifetime through a CRM that aligns your teams, elevates the customer experience and drives sales growth. Your free 14-day trial awaits you!