Summary of Sell with a Story

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8 Overall

9 Applicability

8 Innovation

8 Style


A good story transforms your sales pitch and selling relationships. Corporate trainer Paul Smith explains why stories matter and how to create great ones. He concludes each chapter with activities to help readers identify, draft, develop and practice their stories. No matter your industry, Smith offers helpful guidance to making your sales calls more personal so your customers see who you are, what you offer and why they should work with you. getAbstract recommends these concrete, applicable lessons to help all salespeople add vitality to their sales presentations.

In this summary, you will learn

  • What stories can communicate that a sales pitch can’t,
  • How to tell an effective sales story and
  • What kinds of stories you need to prepare to boost your pitch.

About the Author

Paul Smith, who had a 20-year executive career with Procter & Gamble and, earlier, with Arthur Andersen, is a speaker and corporate trainer in storytelling techniques. He also wrote Lead with a Story and Parenting with a Story.



Stories Work
A good story has six facets: time, place, main character, a goal, an obstacle and events. Stories build trust by sharing situations that everyone could face: Problems occur and get solved with effort. Most people make decisions from the subconscious and emotional parts of ...

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Comment on this summary

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    Sandra Hold 5 months ago
    Great summary!
  • Avatar
    Sundarraj M 9 months ago
    Great!! really an eyeopener for sales people who is in liability products I Believe.
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    Kevin Roach 12 months ago
    Great insight
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    Andrew Cherrie 12 months ago
    Thought provoking and challenging. Nothing new in this summary but I felt compelled to work on my storytelling, so thats a win!
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    Atsushi Mizuguchi 12 months ago
    Great summary!
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    Geoff Duck 1 year ago
    Great summary. Lists great ideas for crafting sales stories to help sell and close deals. Definitely took away some great ideas.

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