Summary of Sell with a Story

Looking for the book?
We have the summary! Get the key insights in just 10 minutes.

Sell with a Story book summary
Start getting smarter:
or see our plans

Rating

8

Qualities

  • Innovative
  • Applicable

Recommendation

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.

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.

 

Summary

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 their brains; stories target those areas by guiding people to identify with a situation. A story lets a client relax and understand the value you and your product offer by considering it in a different context. An original story is memorable and sparks clients to remember you and your product.

Stories to Tell Yourself

Making sales calls is difficult, so salespeople need strong self-motivation. Knowing why your sales calls matter can help you be aware of how much client service you provide. Consider a time when you significantly improved a customer’s experience through your efforts and thoughtfulness. How did the difficulty you solved originally arise? What did you do? How did you do it? What was the clients’ response when you presented the solution? Use this as your motivation story to remind yourself why your sales calls are about providing service.

Stories You Need


More on this topic

Customers who read this summary also read

StoryTraining
8
The Write to Happiness
9
The Transparency Sale
8
You Were Born to Speak
8
Powered by Storytelling
8
Business Writing Tips
7

Related Channels

Comment on this summary

  • Avatar
  • Avatar
    R. N. 2 weeks ago
    Thanks you .
    Message through story gives long lasting impact in our daily life.
  • Avatar
    R. Z. 2 months ago
    Great
  • Avatar
    K. D. 2 months ago
    Nice. Thank you!
  • Avatar
    K. D. 2 months ago
    Nice. Thank you!
  • Avatar
    K. D. 2 months ago
    Nice. Thank you!
  • Avatar
    R. Y. 3 months ago
    Very nice
  • Avatar
    R. R. 3 months ago
    Very nice
  • Avatar
    C. S. 3 months ago
    Very nice.
  • Avatar
    S. R. 3 months ago
    Nice
  • Avatar
    N. M. 3 months ago
    Very nice ?
  • Avatar
    M. I. 3 months ago
    Very nice
    Good
  • Avatar
    M. S. 3 months ago
    Great learning
  • Avatar
    H. K. 3 months ago
    Thank u for making a opportunity to learn beautiful selling skills
  • Avatar
    P. S. 3 months ago
    This is a good platform for learning day to day engagement with our valuable customers for developing our selling skills
  • Avatar
    A. K. 3 months ago
    Good read
  • Avatar
    S. P. 3 months ago
    Nice
  • Avatar
    I. B. 3 months ago
    Worth reading
  • Avatar
    V. C. 3 months ago
    Good read
  • Avatar
    S. S. 3 months ago
    Thank you for good sales story.
  • Avatar
    J. B. 3 months ago
    Very good read to apply in our day to day engagements with our customers - telling a good sales story.
  • Avatar
    B. A. 3 months ago
    Great
  • Avatar
    D. S. 3 months ago
    Informative
  • Avatar
    R. A. 3 months ago
    Great! ?
  • Avatar
    K. R. 3 months ago
    interesting and informative read ?
  • Avatar
    K. R. 3 months ago
    interesting and informative read ?
  • Avatar
    A. W. 3 months ago
    Good
  • Avatar
    D. D. 3 months ago
    Verygood
  • Avatar
    J. E. 3 months ago
    Great
  • Avatar
    A. R. 3 months ago
    Good
  • Avatar
    K. D. 3 months ago
    Good
  • Avatar
    V. I. 3 months ago
    Very good
  • Avatar
    M. M. 3 months ago
    Usefull
  • Avatar
    J. B. 3 months ago
    Good
  • Avatar
    U. A. 3 months ago
    Excellent..Very Useful
  • Avatar
    S. S. 3 months ago
    Good
  • Avatar
    P. K. 3 months ago
    Nice
  • Avatar
    D. M. 3 months ago
    Nice
  • Avatar
    D. N. 3 months ago
    Nice
  • Avatar
    S. S. 3 months ago
    Very useful
  • Avatar
    P. K. 3 months ago
    Good and useful
  • Avatar
    T. R. 3 months ago
    Very helpful
  • Avatar
    S. V. 3 months ago
    Great story
  • Avatar
    S. V. 3 months ago
    Excellent
  • Avatar
    M. Y. 3 months ago
    Excellent
  • Avatar
    S. P. 3 months ago
    Great story
  • Avatar
    S. S. 3 months ago
    Good
  • Avatar
    S. K. 3 months ago
    Very help
  • Avatar
    R. K. 3 months ago
    Very helpful
  • Avatar
    P. S. 3 months ago
    Nice and helpful
  • Avatar
    G. P. 3 months ago
    Very helpful
  • Avatar
    S. S. 3 months ago
    Very helpful how we can tackle the problems
  • Avatar
    V. P. 3 months ago
    Its Realy Very helpful
  • Avatar
    A. K. 3 months ago
    Very helpful
  • Avatar
    P. K. 3 months ago
    Very helpful
  • Avatar
    J. A. 3 months ago
    Very helpful
  • Avatar
    S. K. 3 months ago
    Very helpful
  • Avatar
    A. K. 3 months ago
    Very helpful
  • Avatar
    E. K. 3 months ago
    It’s very useful
  • Avatar
    S. S. 3 months ago
    Useful
  • Avatar
    C. S. 3 months ago
    Excellent
  • Avatar
    W. J. 3 months ago
    Good
  • Avatar
    K. K. 3 months ago
    Very good story...
  • Avatar
    A. S. 3 months ago
    Good
  • Avatar
    A. D. 3 months ago
    Good
  • Avatar
    T. G. 3 months ago
    Excellent
  • Avatar
    S. K. 3 months ago
    Good
  • Avatar
    P. S. 3 months ago
    Good
  • Avatar
    S. B. 3 months ago
    Good
  • Avatar
    R. M. 3 months ago
    Great one.
  • Avatar
    A. R. 3 months ago
    Nice
  • Avatar
    U. Y. 3 months ago
    Really nice..
  • Avatar
    V. S. 3 months ago
    really good
  • Avatar
    S. M. 3 months ago
    Useful
  • Avatar
    V. T. 3 months ago
    Excellent
  • Avatar
    S. D. 3 months ago
    Good
  • Avatar
    D. B. 3 months ago
    Excellent quite useful .
  • Avatar
    H. A. 3 months ago
    Amazing
  • Avatar
    R. B. 3 months ago
    Excellent
  • Avatar
    V. R. 3 months ago
    Useful and excellent
  • Avatar
    D. S. 3 months ago
    Useful
  • Avatar
    V. J. 3 months ago
    Excellent
  • Avatar
    S. M. 3 months ago
    Useful
  • Avatar
    M. N. 3 months ago
    Useful
  • Avatar
    S. S. 3 months ago
    Informative
  • Avatar
    B. S. 3 months ago
    Useful
  • Avatar
    F. S. 3 months ago
    Nice
  • Avatar
    P. K. 3 months ago
    Superb
  • Avatar
    A. K. 3 months ago
    Nice
  • Avatar
    K. C. 3 months ago
    Nice
  • Avatar
    R. M. 3 months ago
    Nice
  • Avatar
    D. T. 3 months ago
    Great
  • Avatar
    G. A. 3 months ago
    Good
  • Avatar
    S. B. 3 months ago
    Good
  • Avatar
    M. K. 3 months ago
    Very nice
  • Avatar
    M. K. 3 months ago
    Great..
  • Avatar
    M. S. 3 months ago
    Superb
  • Avatar
    J. S. 3 months ago
    Very nice
  • Avatar
    B. M. 3 months ago
    Very nice
  • Avatar
    A. S. 3 months ago
    Very nice
  • Avatar
    Y. R. 3 months ago
    Very nice
  • Avatar
    K. K. 3 months ago
    Very nice
  • Avatar
    S. S. 3 months ago
    Very nice, worth reading
  • Avatar
    S. T. 3 months ago
    Great learning..
  • Avatar
    A. H. 4 months ago
    Great...
  • Avatar
    P. B. 4 months ago
    Nice
  • Avatar
    S. S. 4 months ago
    Excellent
  • Avatar
    C. K. 4 months ago
    Nice
  • Avatar
    G. A. 4 months ago
    Great thing to learn
  • Avatar
    N. W. 4 months ago
    Good summary to learn
  • Avatar
    N. W. 4 months ago
    Good summary
  • Avatar
    S. A. 4 months ago
    Good learning
  • Avatar
    R. k. 4 months ago
    Good
  • Avatar
    R. N. 4 months ago
    Excellent
  • Avatar
    M. M. 4 months ago
    Excellent
  • Avatar
    N. P. 4 months ago
    Good
  • Avatar
    S. B. 4 months ago
    good
  • Avatar
    R. G. 4 months ago
    Nice
  • Avatar
    S. -. 4 months ago
    Great
  • Avatar
    A. D. 4 months ago
    Great learning
  • Avatar
    T. S. 4 months ago
    Very good
  • Avatar
    R. P. 4 months ago
    Great
  • Avatar
    G. B. 4 months ago
    excellent
  • Avatar
    S. M. 4 months ago
    Excellent
  • Avatar
    I. B. 4 months ago
    Nice story
  • Avatar
    J. S. 4 months ago
    Very good one
  • Avatar
    M. H. 4 months ago
    Very good
  • Avatar
    A. S. 4 months ago
    Very good
  • Avatar
    M. S. 4 months ago
    Nice summary
  • Avatar
    S. C. 4 months ago
    Nice words
  • Avatar
    N. D. 4 months ago
    Useful TIPS
  • Avatar
    A. P. 4 months ago
    Great summary’s
  • Avatar
    V. S. 4 months ago
    Great summary
  • Avatar
    S. C. 4 months ago
    Insightful thoughts
  • Avatar
    J. K. 4 months ago
    Good
  • Avatar
    A. N. 4 months ago
    Very much meaningful and help to improve our skills
  • Avatar
    M. M. 4 months ago
    Good one
  • Avatar
    D. K. 4 months ago
    Great content
  • Avatar
    B. M. 4 months ago
    Good one
  • Avatar
    S. B. 4 months ago
    Good content
  • Avatar
    S. N. 4 months ago
    Good insight
  • Avatar
    P. V. 4 months ago
    Great
  • Avatar
    S. T. 4 months ago
    Grt insight,n grt summary
  • Avatar
    K. B. 4 months ago
    Practically it works to sell what you need.
  • Avatar
    N. P. 1 year ago
    Great summary
  • Avatar
    Z. B. 2 years ago
    Great summary.
  • Avatar
    S. H. 3 years ago
    Great summary!
  • Avatar
    S. M. 3 years ago
    Great!! really an eyeopener for sales people who is in liability products I Believe.
  • Avatar
    K. R. 3 years ago
    Great insight
  • Avatar
    A. C. 3 years ago
    Thought provoking and challenging. Nothing new in this summary but I felt compelled to work on my storytelling, so thats a win!
  • Avatar
    A. M. 3 years ago
    Great summary!
    • Avatar
      Rajeev Bhaskar 3 months ago
      Very meaningful and helps for sale