Sell with a Story
How to Capture Attention, Build Trust, and Close the Sale
Author: Paul Smith
Pub Date: September 2016
Print Edition: $24.95
Print ISBN: 9780814437117
Page Count: 304
e-Book ISBN: 9780814437124
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Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs an emotional punch that turns routine presentations into productive relationships. It brings products and services to life in ways that customers remember; it connects people and creates momentum.
Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula from leadership to the sales arena. In Sell with a Story, he identifies the ingredients of the most effective sales stories and reveals how to:
• Develop compelling and memorable narratives
• Incorporate challenge, conflict, and resolution into your stories
• Select the right story for every occasion: to introduce yourself, build rapport, address objections, add value, enliven data, create a sense of urgency, and more
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