Hi, Nick here again from Sell More Tech. I want to talk about the power of storytelling.
Stories are real and people get them
There's lots of research now that supports that people remember things and get inspired by stories that they can make a link to. I'm sure you can think of some stories that you've heard that do that for you.
I just think back to my first hi tech sale, to a C suite person, who just didn't believe in the product. So I said to her, "Just watch, let us prove it." And I've used this story many times over. She simply did not believe. So she watched the product at work so to speak and came back and said, "Hey, I get it now, you've proven it to us." And I've used the power of that real story with equivalent roles, selling again. Absolutely works a trick because they can totally relate to it themselves.
Potential customers love the power of the story where you're telling them that the solution that you have makes a really big difference. And as it’s directly relevant to them, it really reinforces that.
Take the story to the next level - let the customer tell it to your prospect
And it’s even more effective if you then say to them that they can have a chat to that customer. Now that's an incredibly powerful way to sell. It's a story that gets people interested, it gets them engaged and they're now prepared to go and do a bit of hard work to make it happen. Talk to that person and the opportunity for you to engage meaningfully and make a sale go quickly and well.
I would encourage you in your travels to keep a note of really good stories that potential customers can relate to, because it will help you with your sales. And on that note, we've written a “five insights” document covering this and other sales tips. So go onto sellmoretech.biz and sign up and enjoy.
Paul here from Sell More Tech. We’re often asked what the key attributes of effective sales people are.
The first attribute that springs to mind is persistence. Some deals particularly B2B can take a while for all sort of reasons from the prospect taking a long time to make up their mind to waiting on budget to be approved to the prospect being genuinely too busy with other projects.
Regardless, you need to keep knocking on the door until you confirm a yes or a no. Hence you need a fat sales pipeline so you can get on with other opportunities in the meantime.
Be a curious listener
You've got to be a good listener, and when I say a good listener, you've got to be genuinely curious and interested in the prospects you want to do business with.
As part of this you need to become adept at getting into their shoes to understand what their pain points are so you can develop a relevant and compelling pitch. Show them you’ve done your homework, you understand their key issues and how you can help make them more successful.
Be great at developing relationships
The other key attribute is you've not only got enjoy relationships, you’ve to be great at building and nurturing them. The reason for this is simple. Its effective relationships that generate sales and repeat business, not hard sell tactics.
Hunt as a team
It’s often a good idea to work in tandem with members of your technical team (sometimes the founder) when hunting sales. It can be very effective to have the sales person navigate the sales process and the relationships and then bring in one of the technical team to talk about the technical aspects of the solution or product.
Other benefits of adopting this approach are it’s a more enjoyable experience working together, it builds teamwork, you can provide each other with feedback and it can be good for the sales person, particularly if you only have one, as it can be a lonely gig at times.
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