- May 10, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Perhaps you have some stories that you always share – to make a point, lower resistance, show a different perspective, break up a technical presentation, provide examples, or explain what you do. If you have your salespeople consistently using stories this way, you are right on the mark.
Perhaps you never use stories. If your salespeople aren’t utilizing stories, they are probably less effective than they could be.
Perhaps you tell so many stories that you have numbers for them! Stop it!
Regardless of the group you fall into, there is a time and a place for a story. I use them whenever I encounter one of the scenarios in my first sentence – they are very powerful.