Stop Being The Hero

Did you ever watch a Marvel movie and wonder “What is my superpower?”

Can you fly? No, sorry going up in an airplane doesn’t count.

Can you make yourself invisible? No, but maybe you felt invisible at a party.

Can you make yourself bulletproof? No, but you probably would like to build up more tolerance for rejection.

The number one mistake you can make when you try to sell yourself or convince someone to do something is to make yourself the hero in the story. 

George tried to do this when he was selling a tech product. When a potential client asked him to talk about his product, he went on and on about how great he is and how great the product is without any connection to how it helped people.

Clients would listen politely and say:

“We will let you know.” 

“Don’t call us, we’ll call you.” 

Of course, they never call.

George is left frustrated and getting burned out. 

“Why don’t they get how great I am or at least how great the product is?” he asks.

It is not his fault. He didn’t know how to apply the “Better Selling Through Storytelling Method” to his pitch.

After taking the “Better Selling Through Storytelling Method” online course, he realized his mistake. 

His CLIENT should be the hero of the story. He is merely the Sherpa helping a client get up Mt. Everest. 

On his next sales call, instead of saying “Our product is 30% faster than our competition’s product during surgeries”, he told a story about Dr. H who was his client.

George starts his story like this:

As you might know, when you are in the waiting room waiting for a loved one to come out of surgery, every minute feels like an hour.

When Dr. H started using George’s product, his surgeries went from 2.5 hours down to 1.5 hours. Imagine how happy Dr. H is being able to tell the patients’ family that the surgery went well an hour earlier.

Dr. H is the hero in that story not George or his product. When that happened, he started closing more sales. His prospective new clients (in this case doctors) saw themselves in the Dr. H story and wanted to feel like superheroes to their patients and patients’ families.

If you want to make an emotional connection with your existing and potential new clients, stop making yourself the hero. 

Learn how to do this in my “Better Selling Through Storytelling Method” and watch your closing rates soar.