Selling isn’t talking someone into buying something. (That’s being pushy.) Selling is helping someone else have an epiphany so they realize that they want your product or service.
Selling the right way is harder than you think.
Just trying to persuade someone into buying your product might get you the sale today, but it will never get you a happy customer. As Sales Guru Jeffrey Gitomer says “People hate to be sold, but they love to buy.” And if you think about it, he’s right. Old sales techniques, with flashy presentations, boring power points, and trial closes just don’t work any more. We have too many choices, and too much information.
Instead of trying to push a prospect into doing something, why not lead them in the right direction? Telling a story is an enjoyable way to get your message across, and actually much more effective.
More Effective Selling
There’s a well known saying in t the world of sales: “Facts tell, stories sell.” If you want someone to be interested in your product, why not tell them a story? Tell the about when you discovered the product. Tell them what moved you to become a “true believer.” Tell a story with the customer as the hero and the victor. Involve them, and make it easy for them to see themselves in your story.
Selling with a story
Think about the brands that we all buy every day. They don’t push their loyal customers into buying with nutritional facts and chemical formulas, they tell stories: companies like Marriott, Nike, and Apple are great examples. Ian Rowden, Chief Marketing Officer of Virgin Air says “The best brands are built on great stories.” Starbucks did this with stories that broke them out of the “coffee” business into a new experience.
Help your customers have an epiphany, by telling a story. Use it in everything you do, and reinforce it every chance you get. What’s your story? And how good are you at delivering it to your audience. Do that, and selling is easy.
