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Sell with a story : how to capture attention, build trust and close the sale

Paul Smith 1967 July 3- author. 2017

Available at Walsh College Troy  New Books  (HF5438.25.S6425 2017 )()

  • Title:
    Sell with a story : how to capture attention, build trust and close the sale
  • Author: Paul Smith 1967 July 3- author.
  • Subjects: Selling; Storytelling; Sales management; Communication in management; Communication in management; Sales management; Selling; Storytelling
  • Description: What sales stories you need and when to tell them. Introducing yourself -- Stories you tell yourself -- Getting buyers to tell their story -- Building rapport -- The main sales pitch -- Handling objections -- Closing the sale -- Storytelling after the sale -- How to craft sales stories. Elements of a great story -- Choosing the right story to tell -- Story structure -- The hook (transition in) -- Context -- Challenge, conflict, resolution -- Lesson and action (transition out) -- Emotion -- Surprise -- Dialogue, details, and length -- Delivery -- Telling stories with data -- Stretching the truth -- Finding great stories -- Practicing and saving your stories -- Getting started -- Appendix A: 25 stories salespeople need -- Appendix B: Selling story roadmap -- Appendix C: Story structure template -- Appendix D: List of sales stories.
    "Storytelling expert Paul Smith helps salespeople add this potent tool to their toolkit, and get dramatically better results. Based on interviews with sales and procurement professionals at more than 50 top companies, including Microsoft, Costco, Xerox, Abercrombie & Fitch, and Hewlett Packard, Sell with a Story explains how stories work, when to use a story to move the sales process along, which ones to always have handy, and how to turn real-life experiences into stories that resonate"--
  • Publisher: New York, NY : AMACOM, American Management Association
  • Creation Date: 2017
  • Format: xi, 290 pages ; 24 cm.
  • Language: English
  • Identifier: ISBN 9780814437117;ISBN 0814437117;ISBN 9780814437124;ISBN 0814437125
  • Source: 01DAL WC ALMA

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