Every sale tells a story. The more complex the deal, the more interesting and intricate the story. Just like any story, your sale has a beginning, middle, and end. People have always loved stories, and this is no less true of your customers than of anyone else. Organizing your sale around a story can help customers see the bigger picture that your product will deliver within their organization, and it’s a great way to remind yourself how and when to present each portion of your sale.
The Beginning: Pose a Problem
A sales story begins with a problem the customer is trying to solve. This gets the customer’s attention right away: they’re interested in learning what happens to someone who has a similar problem. There are many ways to begin such a story, especially in the digital age:
* Videos are easy to share and find, and often a good first-touch interaction between a prospect and your brand because videos require very little commitment from prospects. Videos also tell stories to which prospects can relate. If the pain in the video is something with which a prospect is all too uncomfortably familiar, they may understand how you help customers better than if you simply try to explain.
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Lisez cet article : How Telling Stories Boosts Your Sales | Business 2 Community
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