Storytelling is so fundamentally human, informs Stephanie Judd of Wolf & Heron.

The goal of telling a story as part of your sales process is to create human connection. You can only do this by bringing emotion into your story. Influential storytelling is inherently a vulnerable process but it leads to authenticity and high levels of effectiveness. Two mistakes salespeople make in communicating with prospects is 1) they want to feature their product or service as the focus of the story (it should be the client) and 2) they focus on data and information and leave out plot and human emotion. Stephanie provides the 4 components of an influential story in her roadmap to implementation. Listen to the end to get the details of her gift.

Show highlights

02:38 Don't rely on facts, figures, features, and benefits when you tell a great story instead.

04:42 Make the story about your client but then you have to bring yourself into their story.

07:12 Salespeople need to think of their storytelling with a lens of influence in mind.

09:12 The benefits of becoming an influential storyteller.

13:40 How to become an influential storytelling organization.

19:06 Learn about Stephanie. Email Stephanie at stephanie@wolfandheron.com

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

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