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How To Sell Using Stories

In this Live Workshop with a Academy student we discuss how important it is to tell stories in the sales process, and understand the customer’s pain.

I talk about how important it is to consider every single small step in the interaction with the prospect, because each step is part of the greater picture, and all steps are equally significant.

Understanding how you say things, understanding how to say it, understanding the prospects pain, culture, language and objections are all vital.

In addition, if you reverse engineer the entire interaction down into a series of building blocks it enables you to compute, measure, analise the effectiveness of each element.

This is very important because if you identify weakness and repeat failures in each component you are in a position to rectify them.