In this episode of The Sales Transformation Podcast, Collin shares how to use storytelling as an effective strategy in your cold calls and other sales channels. The number one tip is to listen more than you speak so you can glean valuable information that you can then use to help solve your customer's problem.
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Collin: "The key is to make the customer the hero. Not you, not your product, or not your company."
Collin: "If you do one thing right in sales, you want to listen more than you speak. And this is where you're going to learn a lot of really valuable information in your discovery calls, in your demo calls, and that information is going to help you to align with other past case studies."
Collin: "You're not always going to be able to do this, but the more that you seek out this information, the more opportunity that you will get to be able to utilize this in your sales process."
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[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.
[00:00:24] All right. My name is Colin Mitchell. I am the host in, this is another episode of sales transformation. They is going to be a solo episode where I'm going to talk a little bit about how sellers can use storytelling. Now you can use this at, in different phases of the sales process, but let's start at the very beginning when you're processing.
[00:00:46] When you're reaching out, when you're reaching out cold, maybe you're doing this via the phone. Maybe you're doing this email. Maybe you're doing this on LinkedIn. Hopefully you're using all of those channels together to support each other, to maximize your success. Now, when you use story, you can do things like.
[00:01:04] When you're prospecting particular clients, maybe you have similar clients like them, and they've had similar problems in the past and help you help them overcome those problems. Now the key is to make the customer, the hero, not you, not your product or not your company. So very simple, um, way to do that in your prospecting.
[00:01:25] Now, when you're doing this in discovery or when you're running a demo, any information that you've learned in. If you do one thing, right in sales, you want to listen more than you speak. And this is where you learn a lot of really valuable information in your discovery calls, in your demo calls. Um, and that information is going to help you.
[00:01:47] To align with other past case studies or other stories that you could tell, because that is when people are going to start to trust that you are the right fit for them, that you've done this job before that you've solved this problem before, and it needs to be real. Can't be made up. I mean, that's kind of a, um, obvious, but I'm going to say it right.
[00:02:08] Don't just make things up, like have a real case study. So, and if you don't have this information, if you're just getting started in a sales. You need to go arm yourself with this information, go hit up the marketing department, talk to some other sellers in your organization. Talk about, get, you know, get some good information on some huge success stories.
[00:02:28] Some case studies, um, you know, problems that you've saw with it's, you know, saving a company, a ton of money or time or solving a particular problem for them. You want to become extremely knowledgeable. With this information, because the more of these examples that you arm yourself with the more opportunities you're going to be able to use story, to align, to past experiences, to be more successful in your sales process, whether that's top of funnel prospecting or whether that is, you know, in, with an engaged prospect later in the sales pro.
[00:03:06] So, um, you're not always going to be able to do this, but the more that you seek out this information, the more opportunity that you will get to be able to utilize this in your sales process, and you will see deals start to move forward much faster. I hope this was helpful. If you enjoyed today's episode, please rate us, review sharing the show with your friends, and I'm always listening for your feedback.
[00:03:29] You can go to sales, transformation dot F. And drop and we'll get back to you. Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales, cast.community, and crush your numbers on your leaderboard.
[00:03:51] Yeah. It's free sales cast, doc communities send me a DM with your best pitch and mention this ad. And I might even give you free access to our best temples.