Do Stories Make a Difference When Selling?

Posted by Dave Kurlan on Tue, May 10, 2011 @ 09:05 AM


Perhaps you have some stories that you always share - to make a point, lower resistance, show a different perspective, break up a technical presentation, provide examples, or explain what you do.  If you have your salespeople consistently using stories this way, you are right on the mark.

Perhaps you never use stories.  If your salespeople aren't utilizing stories, they are probably less effective than they could be.

Perhaps you tell so many stories that you have numbers for them!  Stop  it!

Regardless of the group you fall into, there is a time and a place for a story.  I use them whenever I encounter one of the scenarios in my first sentence - they are very powerful.

Twice, prior to today, I mentioned the enormous Top Sales World Sales and Marketing Summit taking place this week.  35 Professional Presenters, only $5 per session, proceeds to benefit the Red Cross effort in Japan, a great cause and an unbelievable value for sales and sales management professionals.

Jonathan Farrington is the CEO of Top Sales World and the man behind Top Sales World's Mission.  He recently posted this story and used it to effectively promote the event.  The story is a must read.  The event is a must attend.  My presentation, How to Shape Your Environment, is for Sales Leaders and begins tomorrow, May 11, at 12 PM ET., and runs for 30 minutes.  You can register here.

Topics: Dave Kurlan, sales management, japanese relief effort, storytelling, Top Sales World

Subscribe via Email

View All 2,000 Articles published by Dave

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile


Receive new articles via email
 to the Blog on your Kindle 



Most Recent Articles


Top 50 Sales & Marketing Blogs 2021

Sales & Marketing Hall of Fame Inductee

Hall of Fame

Top 50 sales blog - TeleCRM

 Hall of Fame


Top Blog Post

Expert Insights

Top 50 most innovative sales bloggers


Top Blog

Hubspot Top 25 Blogs


2021 Top20 Web Large_assessment_eval