Seven Stories Every Salesperson Must Tell

ISBN-13: 9781925648690

Media Type: Paperback

Publisher: Sales Growth Focus

Publication Date: 07-05-2018

Pages: 266

Product Dimensions: 6.14(w) x 9.21(h) x 0.60(d)

Engineer turned salesman, Mike Adams taught himself storytelling 'on the job' while selling and managing sales teams in the United Kingdom, Russia, India, China, Vietnam, Indonesia, Malaysia and Australia for international corporations Schlumberger, Siemens, Nokia and Halliburton. Since 2014, Mike has been helping companies find and develop their own stories through his storytelling consulting practice. Mike is married with three sons and lives in Melbourne, Australia.

Table of Contents

Foreword by Mike Bosworth ix

A note from the author vxii

Introduction 1

Part 1 - LURE — Story Fundamentals 10

1. Why use stories? 11

2. What is a story exactly? 31

3. Tell me how it’s done 43

Part 2 - HOOK — Making a Connection 60

4. Who the hell are you? 61

5. What makes a connection 71

6. Instant rapport! 87

Part 3 - FIGHT — Winning Mindshare 114

7. Why you? Why your company? 115

8. Be the only option 135

9. The fight for your customer’s mind 151

Part 4 - LAND – Landing the Deal 168

10. I submitted the proposal — now what? 169

11. Your buyer on remote control 181

12. Influence in the dark 195

Conclusion 211

Acknowledgements 218

Appendices 219

APPENDIX A - Summary of the Seven Stories 220

APPENDIX B - Reference Table for the Seven Stories 221

APPENDIX C - Story Catalogue 222

APPENDIX D - The Story Template 225

Recommended Reading 226

Index 234

Chapter Notes 235

About Mike 243

Your Seven Stories 244