Sell with a Story Podcast | How to Capture Attention, Build Trust, and Close the Sale

Using storytelling to capture the lessons learned from your best and worst sales calls. The post Story the Call: How to Learn from the Best (and Worst) Sales Calls appeared first on Paul Smith.

Sales Hall of Fame president Steve Benson joins me to talk about a clever sales tool Badger Maps, as well as specific problems and solutions for salespeople during the pandemic. The post Sales Hall of Fame President on Selling Well During a Pandemic appeared first on Paul Smith | Business Storytelling Coach.

The post How NOT to Sell Yourself on LinkedIn appeared first on Paul Smith | Business Storytelling Coach.

The post No Regrets Selling and the Paradox of Choice appeared first on Paul Smith | Business Storytelling Coach.

If you'd been in one of Mark Bowser's customer service training classes in Indianapolis in the late 1990s, those are the first words you would have heard him say as he introduced himself. The post “These are not my pants!”: A Loyalty-Building Story for Salespeople appeared first on Paul Smith | Business Storytelling Coach.

If you'd been in one of Mark Bowser's customer service training classes in Indianapolis in the late 1990s, those are the first words you would have heard him say as he introduced himself. The post “These are not my pants!”: A Loyalty-Building Story for Salespeople appeared first on Paul Smith | Business Storytelling Coach.

Just because you've closed the sale doesn’t mean the need for storytelling has ended. In fact, the best salespeople continue to use storytelling after the sale in three primary ways The post 3 Ways to Use Storytelling After the Sale appeared first on Paul Smith | Business Storytelling Coach.

Just because you've closed the sale doesn’t mean the need for storytelling has ended. In fact, the best salespeople continue to use storytelling after the sale in three primary ways The post 3 Ways to Use Storytelling After the Sale appeared first on Paul Smith | Business Storytelling Coach.

Mike Weinberg is pissed off. And if you work in sales, you should be, too. And that very righteous anger is directed at people in his own industry -- the sales coaching and training business. In particular The post Getting Past Procurement and Having Fun Doing It appeared first on Paul Smith | Business Storytelling Coach.

Mike Weinberg is pissed off. And if you work in sales, you should be, too. And that very righteous anger is directed at people in his own industry -- the sales coaching and training business. In particular The post Getting Past Procurement and Having Fun Doing It appeared first on Paul Smith | Business Storytelling Coach.

This is the most creative use of storytelling in closing the sale that you're ever likely to come across. The post Coaching the Breakup – Helping your Prospect Fire Their Current Supplier to Make Room for You appeared first on Paul Smith | Business Storytelling Coach.

This is the most creative use of storytelling in closing the sale that you're ever likely to come across. The post Coaching the Breakup – Helping your Prospect Fire Their Current Supplier to Make Room for You appeared first on Paul Smith | Business Storytelling Coach.

Do you really need empathy to be a good sales rep? My podcast guest this week says no. He's Nicolas Vandenberghe, CEO of Chili Piper. The post Salespeople: Steve Jobs Didn’t Need Empathy, So Why Should You? appeared first on Paul Smith | Business Storytelling Coach.

Do you really need empathy to be a good sales rep? My podcast guest this week says no. He's Nicolas Vandenberghe, CEO of Chili Piper. The post Salespeople: Steve Jobs Didn’t Need Empathy, So Why Should You? appeared first on Paul Smith | Business Storytelling Coach.

What’s the difference between ethical persuasion and manipulation? That was the primary topic of my conversation this week with Brian Ahearn. And it’s an important difference that any salesperso The post 7 Principles of Ethical Persuasion appeared first on Paul Smith | Business Storytelling Coach.

What’s the difference between ethical persuasion and manipulation? That was the primary topic of my conversation this week with Brian Ahearn. And it’s an important difference that any salesperso The post 7 Principles of Ethical Persuasion appeared first on Paul Smith | Business Storytelling Coach.

Every salesperson worth their salt does their best to get in front of the ultimate decision-maker. But we all know that’s not always possible. The post Salespeople: Arm Your Sponsor with a Story, Not Just a Pitch appeared first on Paul Smith | Business Storytelling Coach.

Every salesperson worth their salt does their best to get in front of the ultimate decision-maker. But we all know that’s not always possible. The post Salespeople: Arm Your Sponsor with a Story, Not Just a Pitch appeared first on Paul Smith | Business Storytelling Coach.

Software demos are broken, and everyone who sells software knows it. Greg Dickenson realized that when his boys came home from college for a visit. They needed to keep up with their online courses while they were home The post Software Demos Are Broken — Here’s How to Fix Them appeared first on Paul Smith | Business Storytelling Coach.

Has this ever happened to you? You finish what seems like a great sales call. The buyer says that they definitely need what you’re selling, and the price and quality are both fine. They’ll definitely place an order. “But,” they say, “now’s just not the right time. Come back in six months.” Of course it … The post A Smart Salesperson’s Response to “Now’s just not the right time. . .” appeared first on Paul Smith | Business Storytelling Coach.

{The 19th in a series of the 25 most useful sales stories} Wouldn’t it be great if you could resolve your buyer’s objections before they’re even brought up? Turns out you can. And, believe it or not, the best example I’ve ever seen of that was in the hip-hop movie 8 Mile, starring rapper Eminem. … The post What Every Salesperson Should Learn from Eminem appeared first on Paul Smith | Business Storytelling Coach.