How you can win more deals by knowing how our minds really work

1. PRESENTING, PERSUADING AND WINNING
Whether you’re dealing one-on-one, or in a meeting, talking with a prospect in person,
or on the phone, or even using the unprecedented reach of webinar and online video
technologies to contact your audience, there’s a problem with classic presentation
model that’s built in from the start. And it comes from the way we all think.
Why would I say that?
To illustrate, let me show you a few facts. According to a recent survey of NON-buyers
following a corporate sales presentation:
78% said presentations are “boring” information
63% said they tune out after eight minutes
44% said presentations are a waste of time
In fact, ONLY 17% said that presentations persuade them to take any action at all!
Success Resources: http://www.srpl.net/

2. Now I don’t know about you, but it’s hard to persuade people to do ANYTHING if you
are boring to listen to, even if it’s in their best interest to follow up on your suggestions.
If your presentation lacks a clear outcome, doesn’t engage your listener, or fails to ask
for a commitment, it won’t produce results beyond a lukewarm reception or the dreaded,
“We’ll think about it and get back to you” response you’ve heard too many times
already.
If your livelihood depends on keeping your sales-closing ratios up in spite of the so-
called “new economy” we’re living in, you know it’s critical to stay on the cutting edge of
effective persuasion and presentation techniques. Anything less, and your competitors
have already won.
One of the ways to radically boost your outcomes is to tell your sales story more
effectively. As you already know, you must be able to tell your personal story, your
company story and the story of your product or service with passion and precision if you
hope to communicate effectively. And to produce results that far exceed the average.
Success Resources: http://www.srpl.net/

3. Many sales people, business owners and fundraisers want to start using stories more
effectively in their sales efforts, but are a little unsure how to begin. Here’s some ways
to get started:
1. Build a Story Library
Create a library of stories you continually build on that is part of your sales toolbox. If
you don’t have one, start one today. These are stories, experiences, or anecdotes
you’ve heard from speakers, other clients, testimonials, or your own life. You should
organize it by theme, which allows you to share the right story at the right time.
2. Practice Storytelling
Practice telling the stories so that you relate the conflict and how it was overcome. You
should be able to do this in 1-2 minutes. Be brief and to the point. Having a bigger story
library with a variety of stories increases the odds of having a brief, relevant one that is
specific to the conversation.
Success Resources: http://www.srpl.net/

4. 3. Get Your Client Talking
When you begin the call, instead of launching right into your own story, invite your client
or prospect to tell you theirs. Ask questions that get them talking. Encourage them with
prompts like…
Tell me about…
What happened next?
How were you feeling when that happened?
This isn’t an interrogation. Just let the conversation happen naturally. They may beat
around the bush and talk in circles, but that’s okay. Listen carefully to the patterns in the
stories you hear. What is concerning your clients? What is attracting their attention and
enthusiasm?
You’ll get a feel of the right story to tell from understanding your customer and building a
rapport with them this way. They’ll also feel like you’re interested in them or their
situation and that you genuinely want to help.
4. Tell Your Story
You may find it helpful to have a “story starter” phrase that makes it comfortable for you
to introduce a story into conversation. Just find something simple that matches your
style, like:
It really surprised me when…
That reminds me…
Something happened recently that made me think of you…
Can I share something with you…?
Another client was in a similar situation, and what they found was…
Telling your story might well be the difference between a good and great make your
sales presentation. Polish and perfect this skill and watch your sales explode!
Success Resources: http://www.srpl.net/