The Myth You’ve Been Told About Storytelling In Sales
Michael Davis
President & CEO, Keynote Speaker, Presentation And Speaking Coach | Communication And Storytelling Mastery For Leaders and Sales Professionals | Speaker's Advocate
You’ve probably heard it countless times:
“Share your success stories to build credibility.”
On the surface, it sounds logical. Showcasing your achievements should position you as an expert, right?
But in sales, this approach often backfires.
Why Focusing Only On Your Achievements Is A Bad Idea
When your story revolves around you, your achievements, or how amazing your product is, you risk creating a gap between you and your prospect. They can’t see themselves in your narrative. Without that connection, trust is never established.
Here’s the reality:
Effective sales stories don’t solely celebrate your wins; they focus on your challenges and desired outcomes before highlighting the victory.
You win in sales by crafting a relatable narrative in which the listener can see herself as the main character experiencing the events, and your product or service as the solution that helps that person overcome the challenge and eventually triumph.
The next time you create a story for a sales conversation, ask yourself:
Shift the spotlight from “Me, Me, Me” to “You, You, You.”
Your prospects will feel seen and understood, which will make them more inclined to trust your solutions.
That’s the real power of storytelling in sales—a power most professionals overlook.
Share Your Thoughts
Share your experiences (keeping in mind the power of struggle).
DM me if you’d like to talk about how to increase your storytelling impact.
Helping Brands & Speakers Stand Out with Storytelling, Presentation Coaching, & Strategic Promotional Campaigns
3 个月A great point Michael. When I’m talking with my promo product clients, the stories often range. My favorite is why I’ll never guarantee 100% an order will make it on time—because sometimes things are beyond your control. Like say…a volcano.
We are a boutique coaching and marketing agency helping successful coaches and consultants that have hit an income ceiling break through.
4 个月Story should always begin with the client's problem, your solutions and the results they can expect.
#1 Small Business Marketing Podcast Host | Super Connector | 40 Years Business Mentor | Serving Before Selling Advocate | Keynote Speaker | Renewable Energy
4 个月Your insights are crucial for understanding the complexities we face. By breaking down these challenges, we can foster collaboration and drive meaningful change. Let’s keep this dialogue going and explore how we can work together to tackle these issues effectively!
President @ Fripp Virtual Training | Presentation skills expert
4 个月Michael Davis The person with the best story to match the prospect wins the sales.
Communicate your value, clearly and persuasively | Creator of The Communication Equation framework.
4 个月Crucial point to understand Michael. I have a specific storytelling framework I use for credibility purposes. It focuses on just what you mention - Demonstrating to your audience that you've dealt with their specific problems before, and had success. It shifts the focus from YOU to the AUDIENCE, and positions you as a proven example of how THEY can get the results they're looking for.