Story Time

If you think about it...people love stories.  We flock to movies to experience a great story. We read books that tell great stories and learn through stories.  Jesus, arguably the greatest teacher ever, taught using stories often.  

We should probably have a few of our own as professional sales people.  Stories help people remember and connect to what you have to offer, and it brings emotion to what you do.

So, how do I create my story?  

I'd thought you never ask.

What do you sell?

Furniture.

Really, how is it going?

Good.

Okay, Bye.

Let me tell you a story instead:

A couple from Schaumburg came in the other day.  They purchased a lovely dining room set.  It regularly seats 6, so they can enjoy dinner as a family together and their kids can sit comfortably and do their homework at night.  It also can expand to seat 14, so they were pleased that they finally had a place where their whole family could gather and share this Thanksgiving together.

I've never sold furniture, and I understand that this was a clumsy attempt, BUT - what images did you see and feel as I told the story?  Did the story do a better job than "I sell furniture" in creating an emotional connection to my work and product?

For every benefit you claim to offer with your product or service, you should strive to define a story, detailed, with emotion and color and you should tell it as often as you can.