Summary of Getting Your Team To Sell With A Story With Paul Smith | Sales Leadership Show

00:00:00 - 00:35:00

In this video, Paul Smith discusses how stories can be used to sell more effectively. He explains that stories are memorable and can evoke a different part of the brain than traditional sales pitches. He shares a two-minute sales story of his own, and provides tips on how to sell effectively, including the importance of storytelling and the power of virtual communication.

• 00:00:00 In this episode of the Sales Leadership Show, Paul Smith discusses how stories can be used to engage and connect with buyers. He explains that because stories are memorable and evoke a different part of the brain than traditional sales pitches, they are more effective in capturing buyers' attention.
• 00:05:00 Paul Smith provides a brief explanation of the difference between a sales pitch and a sales story. He then shares a two-minute sales story of his own.
• 00:10:00 In this story, a client buys a picture of a pig in the ocean from a booth at an art fair because the story behind it appealed to him. The story makes the picture more valuable to the client. This is an example of how adding context to something can make it more valuable to buyers.
• 00:15:00 Paul Smith shares how storytelling can be an effective tool for selling, and how to build a database of these stories.
• 00:20:00 Paul Smith shares tips on how to sell effectively, including the importance of storytelling and the power of virtual communication. He notes that while in-person sales conversations are always more effective, stories can be just as effective when delivered digitally.
• 00:25:00 Paul Smith discusses how storytelling can help to refocus a team's attention, regaining their focus every time someone drifts off. Stories can also be used to teach lessons or provide action points. He suggests telling stories about customers, rather than just telling stories about oneself.
• 00:30:00 In this video, Paul Smith discusses how stories can be used to create a sense of context and urgency in sales conversations, and to help build rapport. He also recommends that sales leaders record stories as part of their sales process.
• 00:35:00 The author discusses the different types of stories that are used throughout the sales cycle and how to tell them succinctly. He also recommends the book "Lead with a Story" by Paul Smith.