Leverage Stories To Stand Out From Your Competition
Posted: Wed Jan 29, 2025 4:45 am
And if a prospect has arrived at their own conclusion, doesn’t that make your job as a salesperson that much easier?
Stories Give You Credibility
All day long a prospect listens to salespeople tell them how great their products or services are.
It’s no wonder they get a little jaded.
Not only is a story a refreshing break from that first person horn-blowing, but it also effectively hands over the burden of proof to an objective third-party, significantly increasing your credibility.
Stories Help Us Connect
Cold hard facts and figures rarely move people. Put a face on those facts, however, and it’s hard to stay detached.
Stories have the ability to connect us with our emotions namibia telegram data in a way that facts and numbers and beautifully designed pie charts can not.
Call it the Mother Teresa effect: “If I look at the mass, I will never act. If I look at the one, I will.”
Stories Are “Sticky”
A great idea is great only to the extent that it is remembered.
Our ability to remember is significantly impacted by emotion and since stories can create emotion, the right story can ensure that your message is top of mind when busy prospects are ready to make a decision.
We want our ideas to be what Chip and Dan Heath in their book, “Made to Stick” call “sticky,” which they define as: Understandable, memorable, and effective in changing thought or behavior.
The Heath brothers go on to explore why some ideas stick and how we can improve the chances of our ideas being remembered.
One of the methods they suggested as a way to make an idea stick is through the use of stories.
Stories Give You Credibility
All day long a prospect listens to salespeople tell them how great their products or services are.
It’s no wonder they get a little jaded.
Not only is a story a refreshing break from that first person horn-blowing, but it also effectively hands over the burden of proof to an objective third-party, significantly increasing your credibility.
Stories Help Us Connect
Cold hard facts and figures rarely move people. Put a face on those facts, however, and it’s hard to stay detached.
Stories have the ability to connect us with our emotions namibia telegram data in a way that facts and numbers and beautifully designed pie charts can not.
Call it the Mother Teresa effect: “If I look at the mass, I will never act. If I look at the one, I will.”
Stories Are “Sticky”
A great idea is great only to the extent that it is remembered.
Our ability to remember is significantly impacted by emotion and since stories can create emotion, the right story can ensure that your message is top of mind when busy prospects are ready to make a decision.
We want our ideas to be what Chip and Dan Heath in their book, “Made to Stick” call “sticky,” which they define as: Understandable, memorable, and effective in changing thought or behavior.
The Heath brothers go on to explore why some ideas stick and how we can improve the chances of our ideas being remembered.
One of the methods they suggested as a way to make an idea stick is through the use of stories.