- Posted by Steve Gruber
- On October 10, 2017
- 1 Comments
When selling one core thing to remember is that stories sell. It doesn’t matter if you are a large or small company, your messaging needs to tell a story. As you can guess, this will not be an “In a universe far, far away…” or a “Once upon a time…” tale, rather it is a way to convey to your prospect how you and the product or services you are selling can help them. I have always found that people are able to relate better when they hear how someone else has solved a problem they had or seen success with your product or service in real-life.
Prospects draw confidence in your ability to help them through these stories. If you are a start-up and don’t have many clients that you can draw stories from, then you may have to build a theoretical story, but be sure to keep it as real as possible. Having a solid value proposition is a necessity but when you layer on top your ability to show how someone benefited from the key points in the value proposition then you are in a position to really win.
Some key points to include in your story are:
- The Situation – industry the client is in, state of the market
- The Challenge – this is the challenge or the business pain the client is or was having and is directly related to why they are interested in you pitching to them
- The Answer – this is how you were able to help them assist them with their business pain
- The Result – how did you help and quantify it as best as possible – numbers sell
Ultimately be sure to add this into your sales presentation and where applicable, build up a larger client case study.
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