The Audible-Ready Sales Podcast Overcoming Discovery Resistance With Stories
11 snips
May 9, 2023 Rob Stenberg, a sales facilitator and storytelling coach, delves into the power of storytelling as a tool to improve sales effectiveness. He reveals why stories resonate more than facts and how to strategically use them throughout the sales process. Rob discusses crafting compelling narratives that match the prospect’s industry, advising against premature demos by using storytelling. He emphasizes the importance of practicing concise, emotional stories that foster client engagement while providing practical tips for delivering them effectively.
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Use Failure Stories To Reduce Discovery Resistance
- Use a candid failure story in discovery to lower resistance and build trust.
- Share consequences (e.g., missed results) to show you're trying to help, not just sell.
Insurance Story About Missed Coverage
- Rob shared an insurance-agent story where a client bought life but not long-term disability insurance.
- A year later the client was paralyzed and the agent used the story to illustrate missed protection.
Counter End-Of-Cycle Risk With Peer Results
- At the close, tell a short peer story showing someone who made the same decision and the results they achieved.
- Use it to reduce perceived risk by demonstrating real outcomes.
