Would you like to learn a sales technique that will enhance communication and make you more money? Third Party Stories establish credibility, overcome objections and close more sales!
Why? Because clients can relate. Everybody loves a good story.
Let me tell you about a particular sales executive I had the opportunity to lead. Her name is Stacy. She had been in the sales industry for two years. She struggled to move her career to the next level. Stacy felt she lacked credibility.
I asked her to show me how she presents the product so I could provide feedback. As she finished describing the product features, I stopped her with a sharp tap on the table. She looked up, confused. I asked, “How do your current clients creatively use this feature?” She stuttered “Well… They… Umm… ”
So I took the opportunity to explain the value of third party stories. I explained what they infer to the client, how they create a comfortable distance, and how to use them to overcome objections. I challenged her to create third party stories based on her previous client’s experiences.
Two weeks later she had raised her closing ratio by 12%. I approached her and asked,“What have you been doing differently?”
She stated, “I created third party stories for a couple of features and five different objections. Interestingly, my client’s attention changed and they were interested in hearing more. Overall, I felt it was my previous client’s stories that helped close my sales.”
After that, this newly motivated salesperson continued to develop third party stories. Stacy discovered by adding this tool to her repertoire, she had a higher level of communication with clients and ultimately, made more money!
Would you develop third party stories if you knew you would make more money like Stacy did?