The Influential Communicator

[EP.51] 5 Steps To Embedding A Customer Success Story In Your Next Demo

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5 Steps To Embedding A Customer Success Story In Your Next Demo;


Imagine being on a call and getting called out by your prospect for sounding scripted, engineered, or contrived…

Let’s be real – that’s the last thing anyone would want.

Storytelling inside the buying experience doesn’t have to be complicated, but it takes proper timing, effective structure, and a well-established connection with prospects to tell a convincing story that doesn’t feel forced.

And one might ask: what is one of the best ways to establish a stronger connection and accelerate trust with prospects in today’s climate?

Telling a high-impact customer success story. 

That’s why in this episode of The Influential Communicator, I share with you my five simple steps for embedding a customer success story into your next demo. 

Ready to take some notes?

Tune in and press play!


WHAT WE DISCUSS:
  • [2:21] - Step 1: Extract the villain in your buyer’s story
  • [2:51] - Step 2: Allow the prospect to acknowledge the problem
  • [3:41] - Step 3: Ask an open-ended question about their challenge
  • [5:34] - Step 4: Ask a follow-up question which makes them feel deeply heard
  • [6:30] - Step 5: Share a 90 second customer success story


    • VALUABLE INSIGHTS AND KEY TOPICS:
    • How to efficiently craft an authentic customer success story that will impact your prospects
    • The importance of presence, self-awareness, and proper timing as a trusted advisor
    • How to do effective discovery through deep listening and help extract the villain in your buyer’s story
    • How to ask insightful open-ended questions that will encourage your prospects to open up more about their challenges
    • How to be more credible as an advisor and allow your prospects to be more susceptible to receiving your advice


      • USEFUL RESOURCES & LINKS:

      Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast

      Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

      Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani

      Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0


      ADDITIONAL RESOURCES:

      [FREE SCRIPT]

      Discover how to craft a magnetic 45-second elevator story:

      https://www.theravirajani.com/yourelevatorstory

       

      Hire Ravi for a keynote or storyselling workshop for your sales team:

      https://www.theravirajani.com/speaking

       

      Learn more about Ravi's Storyselling Bootcamp:

      https://www.theravirajani.com/thestorysellingbootcamp

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      The Influential CommunicatorBy Ravi Rajani
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