Sell with a Story

Today’s article is the second in a series of the 25 most useful sales stories salespeople should be able to tell. As a reminder, those 25 are the result of my interviews with professional sales and procurement managers at over 50 companies looking for where salespeople are most effectively using storytelling throughout the entire sales [read more] The post Sales Story #2: Your “Who I’ve Helped and How I’ve Helped Them” Story appeared first on Paul Smith | Cincinnati, Ohio.

My guest this week is Mike Weinberg. He’s a sales consultant and bestselling author of two absolutely fabulous books, both of which spent a significant amount of time as the #1 selling book on Amazon for Sales and Selling. The first was New Sales. Simplified. And the second is Sales Management. Simplified. which we talked [read more] The post Two Guaranteed Ways to Completely Undermine Your Sales Department appeared first on Paul Smith | Cincinnati, Ohio.

In an earlier post, I shared an overview of the 25 most useful sales stories that salespeople need. In this episode, I share an example of one of those 25 stories, and talk about how you can craft a similar one for yourself. I’ll discuss each of the other 24 sales stories in separate posts in [read more] The post Sales Story #1: Explaining What You Do, Simply appeared first on Paul Smith | Cincinnati, Ohio.

My guest this week is Tim Sanders. He’s the former chief solutions officer at Yahoo! and a New York Times bestselling author. He’s also a cofounder of the research consultancy Deeper Media, Inc. and a top-rated speaker. He joined me on my podcast this week to talk about his new book, Dealstorming: The Secret Weapon that [read more] The post Dealstorming with Former Yahoo! Chief Solutions Officer, Tim Sanders appeared first on Paul Smith | Cincinnati, Ohio.

Storytelling is all the rage in business today – and in sales in particular – because it works. But having trained thousands of executives and salespeople in storytelling, I can tell you the first and most important thing you need to understand about storytelling is not the structure of a great story, or how to [read more] The post The 25 Most Useful Sales Stories appeared first on Paul Smith | Cincinnati, Ohio.

Stories have always had a unique power to lead, influence, persuade, and sell. Here are my top 10 reasons you’ll want to add more of them to your repertoire instead of relying solely on a dry sales pitch. 1. STORIES HELP THE BUYER RELAX AND JUST LISTEN It’s similar to the response college students have [read more] The post Top 10 Reasons Why Sales Stories Work Better Than Just a Sales Pitch appeared first on Paul Smith | Cincinnati, Ohio.

My guest this week is Mark Hunter, author of the highly successful book, High-Profit Selling, which came out in 2012. His newest book that just came out recently is called High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results which I got to talk to him about on this week’s podcast. [read more] The post High Profit Prospecting, with Mark Hunter appeared first on Paul Smith | Cincinnati, Ohio.

Imagine it’s 9 o’clock on Monday morning, three days before a big sales call with a new prospect. The entire team is sitting in a conference room ready to start planning the sales pitch. At 9:02, the sales VP walks in the room and calls the meeting to order with a clap of her hands. [read more] The post 6 Differences Between a Sales STORY and a Sales PITCH appeared first on Paul Smith | Cincinnati, Ohio.

This week, I’m joined by sales guru and bestselling author, Anthony Iannarino to talk about his new book, The Only Sales Guide You’ll Ever Need. You can listen to the podcast by clicking the play button above. Below is an excerpt from his book that reflects one of the stories he shared. But it’s a lot [read more] The post Sales guru and bestselling author Anthony Iannarino on his first lessons on selling appeared first on Paul Smith | Cincinnati, Ohio.

Welcome to the debut episode of the Sell with a Story Podcast and Blog. I’m Paul Smith. You can listen to the podcast by clicking the play button above, or you can read the transcript below. Either way, thanks for tuning in. This podcast and the episodes that follow are primarily for people who work [read more] The post Pig Island: An Accidental Sales Story appeared first on Paul Smith | Cincinnati, Ohio.