Selling with Stories, Part 1: What Makes a Great Story?

with Paul A. Smith

My Story Wish List

Story Topics
Introducing Myself to New Prospects

1. Explaining what I do, simply ______________________________________

2. Whom I’ve helped and how I’ve helped them ______________________________________

Stories I Tell Myself Prior to the Call

3. Personal motivation ______________________________________

4. To relax and take the stress out of the call ______________________________________

Building Rapport with the Buyer

Stories About Me

5. Why I do what I do ______________________________________

6. When I’ve made a mistake. ______________________________________

7. I’ll tell you when I can’t help you ______________________________________

8. I’ll go to bat for you ______________________________________

9. I’m not who you think I am ______________________________________

Stories about My Company

10. Company’s founding ______________________________________

11. How we’re different ______________________________________

The Main Sales Pitch

12. Your product’s invention/discovery ______________________________________

13. Explaning the problem ______________________________________

14. Customer successes ______________________________________

15. “Two roads” ______________________________________

16. Adding value ______________________________________

Handling Objections

17. Objections response stories ______________________________________

18. Negotiating price ______________________________________

19. Resolving objections before they’re brought up ______________________________________

Selling with Stories, Part 1: What Makes a Great Story? with Paul A. Smith 1 of 2
Closing the Sale

20. Creating a sense of urgency ______________________________________

21. Arming your sponsor ______________________________________

22. Coaching the breakup ______________________________________

Managing Customer Relationships

23. Service after the sale ______________________________________

24. Building loyalty ______________________________________
25. Summarizing the call ______________________________________

Source: Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale, by Paul Smith
(www.leadwithastory.com/resources)

Selling with Stories, Part 1: What Makes a Great Story? with Paul A. Smith 2 of 2