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TIPS


VIDEO: HOW CAN SALES LEADERS DEVELOP TOP SALESPEOPLE IN 2019?


SELLING TIP


Yes and (More Often) No


SELLING TIP Tell Stories That Sell


The best stories come from your heart. Search your memory bank for personal stories with lessons to which prospects can relate. Here is a three-step process for finding them: 1. Think of a topic and write down all the stories you can remember related to that topic.


2. Think of a theme – generosity, gratification, responsibility, or trust.


3. Come up with a story that relates to that theme. For instance, if you want to show your clients how responsible your company is, you might tell them a story about your first paper route or babysit- ting your little brother. Stories are useless unless they convey the message you intend.


Let your prospects create their own picture. For example, if you are talking about an apple, you don’t need to say what kind of apple. If you simply say, “an apple,” your customers will envision a green apple, a red apple, or even an apple pie. A story is like a crystal – transparent and multifaceted. It focuses real- ity in a fascinating way that mesmerizes the eye, stirs the emotions, and moves the mind. Stories can make your sales more memorable and fun, and they can help advance prospects toward the sale.


– SELLING POWER EDITORS VIKTOR E. FRANKL SELLING POWER AUGUST 2019 | 5 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Salespeople deal with rejection on a regular basis. Gatekeepers reject us when trying to reach decision makers, and we are rejected by decision makers when asking for the sale. Sometimes it’s hard to continue working through the rejection. Although it can be overwhelming, though, it’s also possible to man- age your response to it. Remem- ber, every no you hear is another step closer to getting the yes. Rejection is nothing personal – selling is just a cycle of yes and no. Your objective is to maximize the number of times you hear a yes and minimize the times you hear a no. But you can’t have one without the other. You have to get through the no and get to the yes.


– MICHAEL T. BOYKO


‘‘


Everything can be taken from a man but one thing: the last of human freedoms – to choose one’s attitude in any given set of circumstances, to choose one’s own way.


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