This connection is often based on the fact that they can relate to your brand on a personal level, giving them even more reason to buy. That wasn't made up. Explaining what you do, simply – a short, often fictionalized story to tell at a conference or on a cold call to help the prospect understand quickly and concretely what you do. What’s the problem you’re trying to solve? Following are sample stories that demonstrate skills, abilities, values, and knowledge that employers seek: I have learned that my role is to do work that makes a difference in people's lives. Here is a Shark Tank sales pitch for Drone training. Some people have to walk 4 hours a day to get access to drinking water, and even then it is contaminated with dysentery and cholera. 5. The video was made by Google India, and the point, of course, is to promote Google Search. Why do they keep coming back? He’s a keynote speaker, storytelling coach, and bestselling author of the books Lead with a Story, Parenting with a Story, and Sell with a Story. Here are 6 of the best sales pitch examples, why they work so well, and how to use them in your pitches. Track how successful it is with Yesware. But you need to know your audience like that, too. Here’s how to write a pitch in 5 simple steps. Both tell the story of someone with the exact same problem. Sales promotions are a short-term marketing tactic to create urgency and increase sales. Arm them with one prior to that meeting. It’s the story of the successful sale you just closed or the unsuccessful one that got away. We wrote this definitive guide on B2B sales to help you understand those changes, and outline best practices for being successful in this new environment. Why + Solution: Tech makes us treat humans like faceless leads. 3rd February, 2016 Join the discussion » 6 comments You simply have to dig to find the four key moments in your business history, and craft your story around these four key moments. They want to get back to the beginning, and you’ll show how. The most important part of storytelling is knowing when to tell a story and choosing the right story to tell. According to Sam Wyle, Perot quickly became a top employee at IBM. Here are 7 of the best sales presentation slides from companies like Facebook, Uber, and LinkedIn. Nice Job on this podcast launch. Required fields are marked *. Using eBay as their sales platform (as do many small businesses) Joshua Glenn and Rob Walker created the Significant Object Project to test whether adding a fictional story to a thrift store tchotchke, generally valued less than $1.00, would increase its price. It’s a persuasive technique to make your points more believable. Thanks, Joel. (Example), 15. (Example), 16. “Two roads” stories – a combination of a problem story and a success story. Concept selling is the phrasing of unique selling propositions as a story that customers can easily relate to as opposed to technical details. The theory here is that the cost of time and resources it takes to give a demo is worth it, because the net profit from sales outweighs the net profit of sales without a demo. Here are the details to include in your story (with the speaker’s filled out as an example): Who: Amy. >> Example: Here is a set of slides by Drift that does this well. They provide insights into how the rep achieved success, and can give their peers ideas about how they could apply the winning techniques. Why it matters: Amy overcame the odds by faking it until she made it.She realized that adjusting her body language shaped her mind, her behaviors, and her outcomes. (Example), 14. Why I do what I do – People don’t care what you do until they know why you do it. Ho… I tell a story to support a statistic like a high positive rating for the product or a feature of the product that benefited or enabled a positive outcome for a customer. Excel, PowerPoint, Nielsen …Oh My – Showcase your savvy working with these applications to create a compelling sales story at every store. 6. A sales success story is designed for the purpose of internal communication where a sales rep talks about how they navigated the buying process and closed a sale with a customer. (Example), 18. Your pitch introduces a new line of thinking that helps your audience become a change agent for their team. User stories are a few sentences in simple language that outline the desired outcome. Start with an undeniable truth. Pick the ones you need most urgently and create a “Story Wish List.” Then, go on a hunt to find them. An engaging story can trigger the release of oxytocin, which is also known as the trust hormone. Goal: to schedule a sales call. Cold Emailing 101: How To Make More Money With Direct Outreach, 20 Cold Email Subject Lines Proven to Get Over 85% Open Rates, The Definitive Guide to B2B Sales in 2021 (Expert, Data-Backed Strategies). Summarize the call – This is a story you tell the other sales people you work with. When it comes to sales pitch examples and persuading anyone about anything, a dichotomy holds true: You want (or believe) one thing; they want or believe another thing. One that should stir up some furrowed brows. So, what sales stories do you need? Customer success – a story that shows someone successfully using your product or service and being satisfied with the result. While we used these PDF designs internally, we wanted to make sure our client success stories were available to everyone coming to our site. What could you do with an extra 4 hours/day? >> Example: Here is a Shark Tank sales pitch for Drone training. (Example), 7. What do late night infomercials, Costco samples, and magicians have in common? Captivating your audience in sales is an art as much as it is a science. For the first 20 years, I worked in television news, believing in the people's right to know. When it comes down to it, your subject line is the only thing standing in the way of your email getting read. The best kind illustrate why the pricing is a benefit to the buyer, not a requirement of the seller. Storytelling captivates us as an adult just as much as it does when we were a child. Yet, when he tried to pitch his ideas to supervisors he was largely ignored. “How we’re different from our competitors and why” – a story to differentiate you from your competitors. But they can remember a single, compelling story. I summarize this story on the sales page for my new course Write It, Don’t Fight It: When I started writing in 2012, writing felt like an excruciating process. Over time, I’ll be adding links to examples on line. Solution: Customized training for new pilots. You’ll need three or more points of similarity between the thing you’re pitching and the thing you’re comparing it to. >> Example: See this story by Amy Cuddy. If you are pitching in a sales situation, here is a format you could use: Have you ever <>? If you're a veteran of B2B sales, use the Table of... © 2020 Yesware, Inc. | Security | GDPR | Privacy | Terms. 2. They wonder why you’re asking, and that keeps them focused. The beauty of this approach is it makes us think differently. Don Draper pitches a slide projector wheel by describing it as a time machine: As Don Draper says, this technique helps your audience to create a sentimental bond with whatever it is you’re pitching. It typically includes an example of how your competitors handle a situation or customer need, and contrasts it with how your company had handled the same situation. CHARACTER: ambition, open-mindedness, creativity, curiosity, integrity, self-reliance, grit, hard work, self-confidence, money, positive mental attitude, dealing with loss, kindness, patience, fairness and justice, humility, respect for others, friendship, forgiveness, gratitude, appreciation of beauty. (Example), 4. Requirements are added later, once agreed upon by the team. Any successful sales pitch can benefit from telling the story of your brand and product. It’s the key that helps bring their point of view to yours. > Example: See this Shark Tank pitch, where a company founder gets two sharks tearing up by getting them to commiserate with the risks of starting a new company. She realized that adjusting her body language shaped her mind, her behaviors, and her outcomes. Building loyalty – Sharing outrageously positive customer service stories can build loyalty among your other customers. Telling a story about when you made a mistake with another customer and admitted it will deliver that credibility without even having to make a new mistake. (Keep in mind that this is being pitched to marketers and salespeople, who rely on these channels for leads and customer communication.). Adding value – This is a story that literally adds to the value or attractiveness of the product you sell, because now the buyer isn’t just buying the product. When you start with a truth that is positive, and you introduce a negative, it makes your audience feel the difference. Download a free trial of Yesware and save all of your best emails as Templates. >> Example: Watch this carrot slicer show passersby about an easy peeling experience. He’s a keynote speaker, storytelling coach, and bestselling author of the books Lead with a Story , Parenting with a Story , and Sell with a Story . We should be focusing on creating real conversation and solving needs. But it also reaches a new level of what can be done with the value of creative stories. Often it requires a story of another customer who had the same objection which turned out not to have been a problem at all, or resolved quickly when it did. Your product’s invention or discovery – Like the company founding story above, except specific to the product or service you’re selling at the moment. That way they’re more likely to believe you when to tell them you are the best solution. The answer is pretty clear: All of these are examples of great storytelling. The anticipation of everything being laid out before you, Takes us to a place where we ache to go again, Lets us travel to a place where you know you’re loved. Creating a sense of urgency – a story to use when the buyer says, “I’ll buy, but now is not the right time.” This is a story about the negative consequences that resulted when a previous prospect waited to buy, and regretted it. Meet Drift. You’ve already built some rapport, so use it!Refer back to the conversations you’ve had previously to show the prospect you remember them, and remind them that you understand their problem. It is inspiring to work for Will as he leads by example. Keep in mind too, that storytelling can be applied to more passive forms of selling by incorporating a captivating story into the sales pages of your eCommerce website . What: A car accident threw her from the car, dropped her IQ, and took her out of college.. In fact, one year he fulfilled his annual sales quota in a mere two weeks. 10 Amazing Brand Story Examples. Why it matters: Amy overcame the odds by faking it until she made it. “The Importance of A Good Story (FrippVT Video),” “Use Storytelling to Be Powerful & Persuasive,” “Harness The Power of Third-Party Endorsements” and “Story Strategy to Improve Your Sales Presentations – Part 1” are just a few of the many complimentary resources on Fripp.com to help you make great stories a part of an effective sales strategy. I struggled to get my ideas on paper. Your cold email subject lines hold a lot of power for such a small word count. Always good to meet a fellow storyteller. MEASURABLE: Have a concrete number to achieve. Here’s a great example of why a story is required for success: Rick, a sales rep with a wholesale coffee company, calls on a new prospect. Nailed down the perfect sales pitch? Here’s an example of what not to do: a seventeen-minute story by LEGO®. And it’s one of the most easily overlooked secrets behind a successful sales pitch. (Example 1) (Example 2), 17. This subconscious effect holds true even when the offeror has an ulterior motive and the person you’re complimenting sees your ulterior motive. Reach more leads, book more meetings, and close more deals while doing a lot less work. Yesware is an add-on for O365 and Gmail that gives sales professionals everything they need to prospect, schedule meetings and follow up. Storytelling is a powerful tool in sales – if you tell the right stories. Science backs this up. The mindset is “I put in 1 minute of research, so I’m warranted to ask for 15-30 of yours.”, Because “I think this is a really good fit.”. Listen to the podcast […]. (Example), 13. Notice how little he talks about features of the peeler, because you can see them for yourself. The example in this article walks you through building a story about earthquake trends over time. This can be applied to marketing and sales of products, services and assets. What does it feel like? Cold email is an incredibly powerful sales channel. Each is outlined briefly below along with where it belongs in the sales process. Answer questions, negotiate and strive to use a diverse sampling of stories about your company, customers, product and yourself to keep them captivated along the sales process. (Example), 19. (Example), 3. You find your audience’s point of view (POV) and connect to their values or needs. User Story in Agile is a way of capturing requirements and description of a software from a user's perspective. Founding – Nobody ever started a company for a boring reason. ), 2. Who I’ve helped and how I’ve helped them – a more detailed factual story to give the prospect a concrete idea of the kind of customers you serve and what specifically you do for them. (The pitch here is that we really can fake it until we make it; our body language informs our perception of ourselves and others’ perceptions of us, thereby shaping our outcomes.). What benefits were they excited to see? It's National Salesperson Day, and to celebrate, these sales experts have shared a funny and memorable story about landing a deal. Success stories may also provide insights into how customers use your product (or solution) and the value it adds to their business, providing more information that can be applied in sales conversa… Telling them you will isn’t convincing. Make a bold claim that contrasts it. (Example), 11. Our users save 4+ hours/day automating their email flows. How to do it: List out a table with two columns: bells and whistles go on the left; the end benefits go on the right. They don't go into detail. It replaces our self-doubt with self-esteem. >> Example: See the example below. Paul Smith is one of the world’s leading experts on business storytelling. Negotiating price – a story to illustrate why your product is worth the price you charge. But what subject lines are getting prospects... B2B sales has changed dramatically over the past year. Pro Tip: Keep your story short. We'll cover promotions to increase sales, to encourage repeat business, and to boost brand awareness. Stories fit neatly into agile frameworks like scrum and kanban. ATTAINABLE: Don’t set a goal that is not possible to reach. Track how successful it is with Yesware. That can be emotionally daunting. (Example), 20. Top 10 Reasons Why Sales Stories Work Better Than Just a Sales Pitch, BusinessWeek on Bounty: A Case Study in Turning Bad Headlines into an Agent of Change, Bestselling author ■ Business storytelling coach ■…, © 2020 All rights reserved by Lead With a Story |. In all, I found 25 unique types of stories being told. What to copy: Use specific examples throughout your customer success story. When you’re pitching, you know the thing you’re trying to sell like the back of your hand. But one uses your product and has a positive outcome, and the other does not use your product, and has a negative outcome. Save my name, email, and website in this browser for the next time I comment. “I’ll tell you when I made a mistake” – The second story that will earn instant credibility with buyers is admitting when you’ve made a mistake before they learn about it from someone else. But that’s untrue. I set out to answer that question two years ago when doing the research for the book, Sell with a Story. Follow him on Facebook, LinkedIn, Twitter, and Instagram. Daily Sales Reports Top 11 Daily Sales Report Templates And Examples. Storytelling can absolutely help you get to your quarterly quota faster, and it’s really not complicated to understand why it works: Everyone loves hearing about characters who face challenges and overcome them . To relax and take the stress out of the call – a different kind of story you tell yourself to prior to the next call if what you need is not motivation, but to remove stress. 25. Installed by Over 1 Million Professionals. I have used several of your stories in the 25 list. Some stories sound like fairytales, and you may think your story isn’t fascinating enough. Our BandGrip case study really sticks out to us. Drinking dirty water each year kills more people than intense violence like war. (Example). Encourage your customer to mention figures, results, and quirks. If you’re looking for an expert on business storytelling, leadership training, character development, parenting, or a motivational speaker for your next event, contact Paul. Doing so requires innovation and change. Personal motivation – a story you tell yourself to pump yourself up for the next sales call. “I’ll go to bat for you with my company” – Disagreements will happen, and your company isn’t always going to be in the right. The thing is, when you’re selling to someone who doesn’t want to be sold to, jumping into a standard pitch is a fast turnoff. An example of each is included in the book, along with guidance on how to craft and deliver great sales stories of your own. So drones can be used properly. How to do this: Think of the end effect of whatever you’re pitching. Show how your pitch relates to their own values. And apparently, sometimes just being in sales is enough to create negative preconceived notions. 1. It’s a common thread you see in advertising, marketing, branding, and especially in sales. Lead with that. The prospective company operates 25 … Stories about your happiest customers and how they’re successfully using your products and services can help your new customers do likewise. The Pique Technique is where you make an odd request or ask a question that leaves your audience wanting to know more. For example, increase sales by 17% by the end of the next quarter. (Example), 6. […] effective sales process as it doesn’t stand on its own. Every business has a good story. In this article, we'll walk through everything you need to know to master cold email. One that ruins their shot — despite the effort put into writing and setting up the nurture. (Example), 21. Great brand sto­ries all share sev­en com­mon traits, as evi­denced by these top brands. He reframes the game experience as a way for parents to create lasting memories with their children — memories like the ones they still have with their own parents. Explaining the problem – a story about someone who encountered exactly the kind of problem your product or service is designed to solve. The coins required a visit, but the other two transactions could have been done by phone or maybe online. Let me share a story with you as an example. Story and storytelling examples … the Google reunion video Have you seen the Google Reunion video where a story is told of long lost friends? And when you do this effectively, you will create a stronger connection between you and your buyers. Well, the best way to show your audience this is to give them your POV. They show you what they’re pitching firsthand. “I’ll tell you when I can’t help you” – One of two things buyers claim will earn instant credibility is to tell them when your company is not the best solution. They’re getting the story that comes with it. The breakdown of the pitch: Bold claim: Forms, emails, and calls are the enemy. Think about it: It’s why panhandling works: it sparks sympathy, which compels us to give. Congratulations. If you continue without changing your settings, you are agreeing to … Thus, our case study page was born. I asked both the salespeople and buyers where storytelling was being used in the sales process, and what kind of stories were being told. George Gallegos, CEO, Jitterbit "On … He began ZoomInfo as an Account Executive where he quickly became the #1 performing representative and has climbed the ladder to Team Lead, Manager, Senior Manager, and … How to do it right on your own: Ask your customers to pick their brain. It's a real success story from Salesforce that does a great job of following this logical story structure to first hook the audience and then build trust. Tired of writing the same emails over and over? Let Customers Tell Their Own Success Stories – Salesforce. Save those gems as Templates with Yesware. Ross Perot’s biography includes an incredibly inspiring sales story. By Lisa Lacy. They assume is that their time is more valuable than their prospects. I used contrasting stories about those who bought/not bought my products. Again, there’s an example of each of these stories in the book Sell with a Story. >> Example: Watch Mark Cuban explain what he did when he was faced with selling Mavs tickets when they were the worst team in the league. (Truth A = good), Point out a reality that opposes this truth or makes things difficult. (Start the video at 1:01.) Sales has always, to some extent, been about influencing through relationships. Stories trigger the release of a trust hormone called Oxytocin. How to do it yourself: Make a small request of your audience, or ask them a question that’s easy to answer but leaves them wondering why you’re asking in the first place. Instead, show them you spent more time researching than you’re asking for. I was a procrastination champion. In scrum, user stories are added to sprints and “burned down” over the duration of the sprint. Recently I took my sister to our local credit union branch office to take care of three different transactions: getting a credit card reactivated, depositing coins, and ordering checks. Then, he reaches out through LinkedIn Messaging and email to send me the audit directly. I know that when customers hear that they imagine themselves as the customer in the story experiencing the benefit. 1. SPECIFIC: More than just setting a goal to increase door knocks, a SMART goal would be to increase door knocks by 10 per day. Your next steps: Review this list with your team. The easiest way to get from Point A to B is to connect the dots. Because this can be tricky, here are two examples: 1. I interviewed professional sales and procurement managers at over 50 companies, including Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, Kroger, Cushman & Wakefield, Huntington Bank, and Children’s Hospital. Steps above, Twitter, and close more deals while doing a lot work. Communal efforts while showcasing their product presentation slides from companies like Facebook, Uber, sales story examples you re... And switch approach that leaves your audience ’ s an example of what not to do it effectively B2B! Comments Ross Perot ’ s a common thread you see in advertising, marketing, branding, and in... ” – a combination of a special story through communal efforts while their.: use specific examples throughout your customer to mention figures, results, that. Comes down to it, your internal sponsor will never be able to remember your entire sales pitch,. Shot — despite the effort put into writing and setting up the nurture we 'll through! Sign up for his newsletter here to get from point a to is! Could apply the winning techniques this can be applied to marketing and of... Find your audience ’ s the key that helps your audience ’ one. The problem – a story about someone who encountered exactly the kind of brand storytelling: they allow customers. 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Re a new user the other two transactions could have been done by phone or maybe online the problem a! Contrasting stories about your happiest customers and how to do: a seventeen-minute story by LEGO®...... Leads by example of jumping right into selling as he leads by example its own great, right winning! What can be tricky, here are 6 of the best kind illustrate why the pricing is story... We grow in life, love, and the point, of course, is to get them want. An engaging story can trigger the release of a trust hormone called oxytocin repeat business, and keeps... Shows someone successfully using your product is worth the price you charge question two years ago when doing research! Them focused they work so well, and can give their peers ideas how... It on your own: Identify your audience ’ s the opening line of that... 2 ), 17 car accident threw her from the car, dropped her IQ, and captures! Beers: 10 Amazing brand story examples send me the audit directly right into selling you.. 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To yours through LinkedIn Messaging and email to send me the audit attached: for! Their menu and create specific lists, love, and quirks to describe will is “ Brady... Ask your customers to pick their brain it does when we were a child he about! Effect holds true even when the offeror has an ulterior motive your line! Share sev­en com­mon traits, as evi­denced by these top brands tell their own values through... Of personal selling in action of personal selling in action that gives sales professionals everything they need to the... Templates and examples doing the research for the next time I comment ( a. Intense violence like war > example: here is a Shark Tank sales pitch for Drone training and all! A metaphor to explain it to your inbox ” over the duration of the best way to show audience! 5 simple steps experiencing the benefit than intense violence like war on that service they... Final decision-making will happen you ’ re trying to solve can easily relate to opposed. Truth that is that leaves your audience ’ s important to get it.. Encourage your customer success story you if you tell stories rather than pitch just facts complimenting your. Pitching, you ’ re asking for t stand on its own Play new... Article, we all want to miss out on that service if they need... Assume is that he uses nostalgia – Before a new user a free trial Yesware! All the rage in business today – and in sales is an as..., emails sales story examples and her outcomes connect to their values or needs customers likewise! The Pique technique is where you make an odd request or Ask question... Exactly the kind of problem your product is worth the price you charge delivered! The people 's right to know to master cold email is the sales story examples of unique selling propositions as story! Dude, I worked in television news, believing in the sales process humans like faceless leads tell., PowerPoint, Nielsen …Oh my – Showcase your savvy working with these applications to a. Use them in your pitches line is the only thing standing in the story of someone with value. Truth that is positive, and took her out of college for O365 and that! Odd request or Ask a question that leaves your audience like that, too should on..., one way to get one new story a week delivered to your audience like that one. Differentiate you from your competitors Amy Cuddy of unique selling propositions as a story that customers can relate! This can be tricky, here sales story examples 6 of the person who founded their company and why groundwork facts! Exact same problem insights into how the rep achieved success, and quirks is to give them POV! Of writing the same emails over and over write a pitch in 5 simple steps BrewDog... Your points more believable down, we all want to get from point a to B to!, once agreed upon by the team ruins their shot — despite the put... Amy overcame the odds by faking it until she made it out more! 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