What are the best storytelling techniques for closing deals?

Make your customer the hero of the story - not you. You are the trusted guide who helps them overcome their challenge. If you can tap into your customer’s personal story, you can dramatically increase the effectiveness of your sales and marketing messages. I recommend reading Building a Storybrand by Donald Miller for more on this topic.

The Hero's Journey is a powerful storytelling framework that can be applied to various scenarios, including closing deals. Here's how you can incorporate the Hero's Journey into your sales process: Call to Adventure (Identify the Need): Identify the customer's pain points or challenges as the "Call to Adventure." Refusal of the Call (Overcoming Objections): Acknowledge potential objections the customer might have. Meeting the Mentor (Building Trust): You can just position yourself as the mentor, the guide who will help the customer on their journey. Crossing the Threshold (Commitment to the Solution): Encourage the customer to commit to the solution.

BITS is indeed a powerful storytelling technique for closing deals. It leverages the power of beliefs, identity, and transformational stories of others to create a compelling narrative that resonates with the client. Another powerful storytelling technique is the 'Before and After' strategy. This involves showing your potential clients how others have transformed their situation or solved their problems using your product or service. It paints a clear picture of the 'before' scenario (the problem) and the 'after' scenario (the solution), making it easier for them to visualize their own transformation. It's all about making them feel being in the situation and experiencing the outcome.

Le voyage du héros permet aux lecteurs de s’identifier au narrateur. Le principal est de transmettre une émotion forte que va ressentir le lecteur et qui va faire en sorte que cette technique soit une réussite. Pensez sensations et émotions en plus de votre histoire à raconter et vous aurez gagné ?? .

Além da jordanada do herói na minha opini?o também podemos estruturar dentro da jornada do cliente, isto é, gosto de uma estrutura clássica mas que ajuda muito. Apresente o problema que o cliente/audiência tem. Apresente como você consegue resolver aquele problema. Apresente como clientes similares resolveram aquele problema. N?o é só uma história forte e envolvente como também inclui o cliente/audiência na busca e no caminho dando uma clara e direta dire??o para isto.

There is, however, a fine line between influence and manipulation. You should never cross that line. Doing so goes against every principle of fair and ethical business conduct.

Stay relevant, whenever you finish a pitch or communicate any message, you need to have your counterpart involved! Make the story feels personal so you can finish off strong, and they can still remember the discussion and feel emotional relation to the product/ service you’re discussing.

Using emotional storytelling techniques can create a powerful connection with your potential clients and significantly impact the closing of deals. Here's how you can infuse emotion into the sales process: Start with a Compelling Story: Begin your pitch with a personal or client story that evokes emotion. Create Empathy: Use empathetic language to demonstrate that you understand and care about the client's challenges. Visualize Success: Paint a vivid picture of the positive outcomes and success the client can achieve with your solution. Visualize Success: Paint a vivid picture of the positive outcomes and success the client can achieve with your solution.

Besonders im Rahmen der Kundengewinnung ist die eigene Geschichte oft entscheidend. Als Soloselbst?ndiger werde ich auch im Fulfillment in der Regel selbst mit meinem potenziellen Kunden zusammen arbeiten, insofern ist es essentiell, dass die Chemie zwischen beiden Seiten stimmt. Nicht selten hat man sich als Selbst?ndiger eine Zielgruppe gew?hlt, zu der man selbst auch geh?rt. Man kennt die Herausforderungen, die Sehnsüchte und Wünsche seiner Kunden gut, kann sich leicht in sie hineinversetzen. Und nicht unwahrscheinlich bietet man heute genau die L?sung dafür an, die man in der gleichen Situation vor einiger Zeit selbst hatte. Dann kann man mit der eigenen Geschichte, der eigenen Heldenreise punkten - in dem man zeigt, dass es geht!

Las emociones tienen un gran impacto y como se dijo anteriormente hay que tratar de evitar caer en estrategias manipuladoras, especialmente cuando el publico objetivo puede ser sensible a algún tipo de material o información.

Simplicity in storytelling for closing deals is often effective because it allows your message to be clear, memorable, and easy to understand. Here's a straightforward approach to keep it simple: Start with a Problem: Identify a common problem or pain point your client may face. Frame it in simple terms that resonate with their everyday challenges. Introduce a Solution: Clearly present your product or service as the solution to the problem. Focus on how it simplifies their life or addresses their problem Use Analogies: Simplify complex concepts by using relatable analogies. Compare your solution to something familiar to help them grasp its benefits quickly. Highlight Key Features: Highlight a few key features of your product or service.

When I tell a story, I focus on something short and sweet. That someone can see how that is an issue and how my organization fixed the problem. I want the person I told the story to walk away remembering the story and be able to retell it to their customers.

Don't overthink it! You basically have 5 sec or less to capture someone's attention. So ditch the elevator pitch, and instead do this! Start by explaining your hero's story and what they felt. "Ray from ABC was in a hole and didn't know what to do". Tell me why they felt that way. "Ray said they had never faced the costs of today's logistics market" Tell me how they felt about you. "With XYZ, Ray felt supported and was able to nail the shipping rate margins they needed to 3x growth!" Now call me to action! "We know Ray isn't alone and you probably have felt this way too, click my link let's learn how we can make you feel supported too!" Don't put a bunch of metrics in there and paragraph after paragraph, keep it clean and simple!

In storytelling, as in love, simplicity is key. You wouldn't overwhelm your date with your entire life story on the first outing. Similarly, keep your pitch clear, concise, and to the point. It should be easy to understand and remember, like a catchy love song that stays in your head. How can you distill your message to its simplest, most compelling form?

Your story must remain simple to understand, as one famous film director said : If I am able to communicate my film's story in 3 minutes to the actors then its a good story.

Meet people where they are…. If you are trying to force a super emotional talk into the wrong environment, it will fail. Know the room and know the people in the room. What will appeal to them? What will get them interested? What will put these people in the position where they feel they need to work with you. Unless you are in the commodities world, try not to sell. Instead make such a compelling and lasting engagement that makes people want to buy.

Just like a relationship, each stage of a deal requires a different approach. Early on, your story should intrigue and entice. As things progress, it should build trust and demonstrate value. It's about knowing whether to hold hands or to go in for the kiss. How does your story evolve?

Use analogies to get your points across in a way that resonates even stronger. It's like when you're learning to drive... each stage of learning to drive teaches you something new. In driving there is theory and practical. Theory is important but it doesn't mean you really know how to drive a car. It's not till you get in the car and put that theory to practice by actually driving - that's when it all starts to come together. The same is true with social selling. You can understand the theory, but till you start doing it you won't get better at it. This is a real example of using analogies to make the learning more real.

ITs not one size fits all, the story must be tailored to cater to the immediate audience. I makes compelling case to have the several iterations of the story to cater to different sets of audiences.

Know your buyer journey and what is important to them in those stages. If I've never heard of you I'll want to know the hero's beginning. If I've known you and am considering your solution I'll want to know how the hero overcame the challenges. Only the ones that are like my challenges though. So make sure you can identify the value you are looking to drive at the stage your potential buyer is in. This is about helping them clearly identify value and why they should choose you. So again, don't overthink this step. Create meaningful content that will resonate with the buyers at the stage they're in. Impact value!

Always remember, a good story is a two-way street. It's important to listen and adapt. After sharing your tale, ask for feedback. It’s like checking in with your date to see if they're enjoying the evening. This not only shows that you value their opinion, but it also gives you insights to refine your approach.

Always remember, if the story is compelling, you will get some feedback in form of facial expressions of the audience, but asking for real feedback in terms of various call to actions seals the deal.

O feedback aqui é fundamental e ele vem de duas maneiras, a direta onde você pergunta é aqui pode ser por um formulário an?nimo e/ou por uma pergunta a pessoas que você confia. A outra maneira é olhando muito e sentindo a rea??o do público, sempre existirá uma resposta, mesmo se n?o tiver rea??o, é uma resposta.

Does this make sense to you, does this resonate with you, can you see yourself in this solution? I always say, know before you go. This means always asking for feedback. Understand if the value you are unfolding is the type of value the customer is looking for. No one cares about all the cool things you can do if they don't apply to me and my business needs. It's like asking someone who is allergic to strawberries how they like their strawberry milkshake. SImply put they're not drinking it. Make sure you constantly ask for feedback and be a student of their business and their needs. Make your solution or service about them!

Transform your narratives into engaging dialogues by actively seeking feedback from your prospects. Encourage Interaction: Make your stories a two-way street. Pose open-ended questions like "How do you feel about that?" or "What are your main concerns?" to invite prospects into the conversation. Uncover Insights: Leverage feedback to uncover needs, objections, and expectations. This valuable information shapes your understanding of their perspective and guides your narrative adjustments. Continuous Refinement: Use feedback as a tool for refinement. Address questions, adjust stories, and provide increased value based on the insights gleaned from your prospect interactions.

Sometimes I find all these strategies and tactics a lil bit too complicated. At the end of the day, for me it's about heart..... How is your customer? How are they today? Whats going on for them in their lives? Is everything going OK at work? What can u or yr solutions do to help them at work? Just speak to them w yr heart and genuinely get to know them and ask questions abt them. Build a rship w them. A REAL genuine relationship and not like a fake one. So that wherever u move to, they will continue to grow from u bcos u really care n you put them first. Sales are rarely made thru one meeting. The best and biggest sales are done thru several touchpoints invested over days, weeks, months, years and sometimes even lifetimes.

One of the best clients I got to work for about 3 years ago did so because I invited him to work with me vs closing him. And in doing so I didn't 'tell' him a story, per se, because that would have been weird given the context and timing. Instead I asked him to project the outcome of his decision once the engagement and result was achieved. In other words, I elicited a story from him. My book 'SHIFT and DISRUPT: Stop Selling Widgets. Start Selling Wisdom.' was written because the meaning of story in selling is not always stereotypical. Hope this puts a different spin on the question. Cheers

Here my 2 secrets. 1. The best stories are those that people can relate to. Use stories that showcase how your product or service has helped other people. This will help your prospects see how your solution can benefit them. 2. The more personal your stories are, the more impact they will have. Share stories about your own experiences, or about your team's experiences. This will help your prospects connect with you on a human level.

Best stories are the ones that leave a mark on you in more ways than one. Social selling is almost akin to negotiating in an extremely crowded and noisy market - any story that clearly showcases the leverage both parties receive in a transparent way is likely to get high traction. Fun, humour with honesty in social selling goes a long way!

Creo que lo más auténtico que te muestres en LinkedIn los mejores resultados que tendrás. Es muy fácil detectar si el contenido que publicas es falso. Trata de ser constante en lo que publicas y lo que dices.