Sell with a Story

How to Capture Attention, Build Trust, and Close the Sale

 Sell with a Story

Author: Paul Smith
Pub Date: September 2016
Print Edition: $24.95
Print ISBN: 9780814437117
Page Count: 304
Format: Hardback
e-Book ISBN: 9780814437124

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TOC

Table of Contents

Acknowledgements

Foreword by Mike Weinberg TK

Introduction

Chapter 1: What is a sales story?

Chapter 2: Why tell sales stories

Part I: What Sales Stories You Need and When to Tell Them

Chapter 3: Introducing Yourself

Chapter 4: Stories You Tell Yourself

Chapter 5: Getting the Buyer to Tell Their Story

Chapter 6: Building Rapport

Chapter 7: The Main Sales Pitch

Chapter 8: Handling Objections

Chapter 9: Closing the Sale

Chapter 10: Service After the Sale

Part II: How to Craft Sales Stories

Chapter 11: Elements of a Great Story

Chapter 12: Choosing the Right Story to Tell

Chapter 13: Story Structure

Chapter 14: The “Hook” (Transition in)

Chapter 15: Context

Chapter 16: Challenge, Conflict, Resolution

Chapter 17: Lesson and Action (Transition out)

Chapter 18: Emotion

Chapter 19: Surprise

Chapter 20: Dialog, Details, and Length

Chapter 21: Delivery

Chapter 22: Telling Stories with Data

Chapter 23: Stretching the Truth

Chapter 24: Finding Great Stories

Chapter 25: Practicing and Saving Your Stories

Chapter 26: Getting Started

Appendix

Additional Reading

Endnotes

Index

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