?????????????? ?????? ?? ?????????? ???????????????????? ???? ???????? ?????? ???????? ???????? ???????????
Patricia Fripp Presentation Skills Expert
President @ Fripp Virtual Training | Presentation skills expert
Have you noticed, some of your prospective clients act as if they have attended a seminar on ?????? ???? ???????????? ?? ???????? ?????????? ?????????????????????????
Even the most hardened prospect can’t resist a good story when it is well told. Keep in mind, when you tell stories of satisfied clients in the same situation they are in, they will not remember everything you say. They will, however, remember what they see and feel while they listen to you. Especially when you select a story that they relate to.
You can be confident this powerful story formula is invaluable.
?????????????? ??: ??????????????????, ????????????????, ??????????????
??????????????????. The client’s situation is their problem, their pain, and its similarity to the prospect company you are talking to. Think for a moment of one of your satisfied clients. How did they articulate their problem to you?
Stories have to be true, not 100% accurate. With stories you can shrink time. A series of conversations can be combined into one.
Imagine if the first conversation with them. What if they said “Help” and clearly articulated their problem? In your version of the story, they did.
“Help! My teams are not productive.”
“Help! Our current supplier of office equipment is costing us too much!”
“Help! We are not compliant.”
领英推荐
“Help! We assumed our experienced technology professionals would be able to tell our story effectively!”
The situation is always in your client’s words.
????????????????. Explain your process so that your prospects can see what it is like to work with you. Use phrases such as, “Patricia, Diane is a successful entrepreneur, just like you. She also was busy building her business and did not have the time, skill, or patience to manager her own bookkeeping. She benefited from our three-step approach with each new client. First, we ...”
The solution is in your words.
??????????????. This is the end of the story, the happily-ever-after: How did you improve their condition?
Just as with the situation, this needs to be in the client’s words. You can repeat their glowing comments. When you use their words to talk about your product or service, they can be more glowing than what you would say about yourself. An example:
“????????????????, ???? ?????????? ???????? ????????, ?????? ?????????? ???????? ??????, ‘???????? ?? ?????????? ???????????? ???? ?????? ???????????? ???? ???????????? ????????????, ???? ???????????????????? ?????? ???? ?? ?????????? ????????. ???? ???????? ???????????????????? ?????? ?????????????? ?????? ???????? ?????????? ???????????????? ???? $??,?????? ?????????? ?????? ??????????????????. ???????????? ?????????? ?????????? ???? ???????????? ???????????? ????????????, ?????? ???????? ?????? ?? ?????? ???? $??,?????? ????????????????, ?????? ???????? ???????? ?????????? ???? ???????????????????? ???????????????????? ??????????-???????? ???????? ???????????????? ???? ?????????????? $??,?????? ????????????. ???? ?????? ?????????? ?????? ????????????, ?????????? ?????????????? ???????? ?????? ?????????? ???????????????? ?????? ?????? ???????? ?????? ??????????. ???????? ???????? ???? ?????????????? ?????? ????????!’ ???? ???????? ?????????????????? ?????? ???????? ???????? ?????? ???????????? ?????? ?????????? ???? ?????? ?????????? ?????????? ?????????????? ?????? ???????? ???????????????????? ???? ???????? ????????.”
Good stories that follow this simple formula is as if you are “taking your satisfied clients on your sales calls.”
Sales kickoff speaker helping you turn prospects into profits.
1 年Well said! Stories sell, they engage the customer by creating an experience they can connect with. Great post!
Business Motivational Speaker, Award-Winning Author, Business Strategist
1 年Patricia Fripp Presentation Skills Expert this is such a great article as it outlines the control you have over making more sales - you are in the driver's seat. The one strategy that you mentioned that I think is critical is knowing the customer's situation. Customers buy from you because you understand them.
Technology Futurist Keynote Speaker, Business Strategist and Disruptive Innovation Expert
1 年Great reminders in effective selling Patricia Fripp Presentation Skills Expert I agree, storytelling is a powerful tool in the selling process because it engages customers emotionally and allows them to connect with the product or service on a deeper level. Stories are more memorable than facts or figures alone, which can help the customer recall the product or service and feel more confident in their buying decision.
Ready to grow your business with AI? Let's talk! | Relationship Marketing AI Keynote Speaker | Business Growth - It’s not about the E-Commerce (Electronics), it’s about the R-Commerce (Relationships) | +1-407-363-0505
1 年Yes indeed! This the way to do it. I like your recommendations on what should be in the client's voice and what should be in your voice. It is important to relate to the prospect's needs, as you so eloquently state here. This is the way to connect with people and solve their problems. Thank you for sharing this.
Helping Financial Professionals & Companies Attract More Ideal Clients through More Compelling Value, Referrals, and Introductions -- Consultant, Coach, Speaker and Podcaster
1 年This is a perfect example of how a simple formula can make a HUGE difference for both you and the people you hope to serve. Thank you, Patricia Fripp Presentation Skills Expert