Insight Based Selling

We teach salespeople insight based selling through the power of storytelling. This enables your salespeople to challenge your customer’s thinking without challenging the customer. The result is that instead of just pitching product and reducing price, your salespeople will now link your unique capabilities to your customer pain points in a way that will inspire them to buy.

Right Message

It starts with customizing your unique sales message so that your Salespeople are able to ‘sell the problem before the solution’. Without this step, your offering has no value, because Buyers won’t recognize that they have a problem that demands fixing.

But even if your Salespeople deliver the right message, it can still fail. Because Buyers build a defensive wall around the status quo, even the most compelling sales message can be blocked, because the last thing an overwhelmed Buyer needs is another project.

So, how do you ensure that your message gets past the Buyers defensive wall and is heard?

Right Delivery- Business Storytelling™

We suggest putting your message inside a series of mini customer stories, like a Trojan horse, so that they get past the Buyer’s defensive wall.

These mini customer stories work for two reasons: 1) They make the abstract concrete by showing how real people solved real problems and; 2) they present a scenario that allows the Buyer to draw their own conclusions. Without feeling pressured, the Buyer can now relax and listen to your message and possibly tell themselves a new story where new choices make more sense.

Case Studies don’t sell?

Case studies are different from mini customer stories for two reasons: 1) Case studies are conversation killing monologues that flood the Buyer with too much information and; 2) they focus too much on product proof and not enough on selling the problem before the solution.

Memorable

A fact is 20-times more likely to be remembered if it is part of a story.

How

Learn how to tell a better story at our 2-day “Business Storytelling” Workshop.

Proven

This model is based on the same sales methodology used by the following companies:

Next Steps

Please click on StorySelling Examples to quickly see if our program is for you (click client video testimonial).

Videos

Ditch the Pitch Workshop

Client: Velcro Value Props

StorySelling vs. Spray & Pray