The Power of Story Selling in Sales

Manmeet Kaur Author

Jul 17, 2024 |

There is a fine line between generating sales to increase revenue and making sales to have an impact.

Stories Are a Way to Connect With Your Audience

The game changes when the emphasis turns from "How can I make them buy?" to "How can I help them solve their problem?"

👉 Stories are extremely important in this situation because people value their experiences over facts.

👉 You may have told different stories to different people, such as reading a story to your child to help get them to sleep. When giving a story to your prospects, you will end it with a call to action that persuades them to make a purchase. This is Story Selling.

The Importance

👉 According to cognitive psychology pioneer Jerome Bruner, we are 22 times more likely to recall a fact if it is presented as a tale. In sales conversations, telling stories can help you and your product or service become more remembered and can help you appeal to the buyer's emotions.

👉 Do not approach your sales calls as a business transaction, but rather as a dialogue between two people. To build trust, share anecdotes and figures that are pertinent to the buyer's particular circumstance.

Key Elements

👉 Each story is built around four essential components that help it evolve and keep your audience interested. Every story is a journey that a prospect will take, and it is essential for them to experience each component as they move along.

✅ Characters – Establish the character avatar in your story. Who is the subject of the story? To whom does it directly relate? Keep in mind that your prospect should be able to identify with this persona.

✅ Foundation – “Hey coaches!” will make you immediately reflect on your career and personal journey. Set the right foundations by using terminology and stats that relate to them. By establishing the persona, you can help your customers visualise themselves in a new reality where your product enables them to accomplish more.

✅ Conflict - Without conflict, no story would be successful. Discuss the challenges and stumbling blocks in your own work. What were the misconceptions you held about these challenges?

✅ Resolution – Now, it’s time for your soft pitch. Notice, closely, I said soft pitch because we are story selling. This part shows the transformation of how you've overcome the obstacles and developed a solution. And how that solution can work for your prospect as well.

⏰ Maintain a journal and document your journey every single day. Then you will never run out of ideas for your stories. Also, choose a medium of communication with your audience. Would you prefer an email list/ social media platform, or any other communication strategy?

You might be wondering what kind of stories to share and how to keep coming up with ideas? All of this can be overwhelming at once. So, I have broken down the entire concept of Story Telling for you, in a 3 Day Lead to Client Challenge. 🔥

👉 Sign up now here and we'll see you in the 3 Day Lead to Client Challenge!

Categories: : Zenler Marketing Help/Advice