Success stories are at the heart of effective sales conversations.
Powerful and persuasive sales conversations always include success stories that show how products or services have specifically worked for past customers or clients. Your prospective client might be trained to resist a sales pitch, but no one can resist a good story.
When it comes to using success stories in your sales conversations:
- How do you sell to competing companies within the same industry?
- What happens when you can’t mention a past client by name?
- What’s the best way to share past success stories? Tell them, or use testimonials?
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If you haven’t heard the story of how I launched my speaking career, here’s a snapshot. Read below or enjoy this brief video, recorded at one of my events for speakers, coaches, consultants, and trainers:
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If you are on the phone, a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional?
Here is an invaluable framework. Adapt it to your situation, and boost your confidence and credibility.
Imagine that you have a satisfied client company for one of your offerings. You feel now is the best time to discuss your next and higher investment offering. The team, your main contact, is ready to view a product demonstration set for the next day. All your demos are delivered in a webinar. At 2:00 PM you get a call from your main contact who says, “Great news! Tomorrow our boss, who is the real decision-maker, is going to be in our office. Rather than just showing our team what you have to offer, the boss said he would like to sit in on the first five minutes. I know you will do well.”
Don’t panic. This is a great opportunity, and once you make a positive impact, the sales cycle is going to be cut short. You will not have to hear, “We love this, but now we have to convince our boss.” This is, however, now your number one priority to prepare. You may be seasoned, but take this seriously. Your sales manager is always telling you, “Sell to the C Suite.” This is your chance. Remember these five simple suggestions for sales success.
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