How do the best salespeople connect, influence and persuade? With stories.
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Seven Stories Every Salesperson Must Tell takes you on a high-stakes sales journey, using stories to establish rapport and trust, deliver insight, inspire action and close the deal, and in doing so win new friends and collaborators. When you share purposeful stories in your client conversations, you'll create more new business than you thought possible.
Sharing more than 50 stories from around the world, Mike draws on his diverse international sales career to teach and demonstrate the power of storytelling - from first hello to signed contract.
You'll learn stories to help you:
- Establish rapport and trust
- Present challenging insights
- Differentiate your solution
- Share your company values
- Unstick negotiation stand-offs
- Create better business outcomes
This book will change the way you think about selling. Rather than seeing your role as that of a transactional deal closer, you'll become a story master, creating new stories for your clients.
Mike is a sales management specialist and manages our Sales Management and Sales Academy teams. Mike has led sales teams in the United Kingdom, Russia, India, China, Vietnam, Indonesia, Malaysia and Australia and held Sales Director and Head of Sales roles in the oil and gas, mining, telecommunications, facilities services and industrial safety sectors with Schlumberger, Siemens, Nokia, Halliburton, Spotless and Motorola. To find out more, visit his website at: www.gifocus.com.au