Summary of Sell with a Story

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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


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Comment on this summary

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  • Avatar
    H. K. 11 hours ago
    Thank u for making a opportunity to learn beautiful selling skills
  • Avatar
    P. S. 16 hours ago
    This is a good platform for learning day to day engagement with our valuable customers for developing our selling skills
  • Avatar
    A. K. 1 day ago
    Good read
  • Avatar
    S. P. 2 days ago
    Nice
  • Avatar
    I. B. 2 days ago
    Worth reading
  • Avatar
    V. C. 2 days ago
    Good read
  • Avatar
    S. S. 3 days ago
    Thank you for good sales story.
  • Avatar
    J. B. 3 days ago
    Very good read to apply in our day to day engagements with our customers - telling a good sales story.
  • Avatar
    B. A. 3 days ago
    Great
  • Avatar
    D. S. 3 days ago
    Informative
  • Avatar
    R. A. 3 days ago
    Great! ?
  • Avatar
    K. R. 3 days ago
    interesting and informative read ?
  • Avatar
    K. R. 3 days ago
    interesting and informative read ?
  • Avatar
    A. W. 4 days ago
    Good
  • Avatar
    D. D. 4 days ago
    Verygood
  • Avatar
    J. E. 4 days ago
    Great
  • Avatar
    A. R. 4 days ago
    Good
  • Avatar
    K. D. 4 days ago
    Good
  • Avatar
    V. I. 4 days ago
    Very good
  • Avatar
    M. M. 4 days ago
    Usefull
  • Avatar
    J. B. 4 days ago
    Good
  • Avatar
    U. A. 5 days ago
    Excellent..Very Useful
  • Avatar
    S. S. 5 days ago
    Good
  • Avatar
    P. K. 5 days ago
    Nice
  • Avatar
    D. M. 5 days ago
    Nice
  • Avatar
    D. N. 5 days ago
    Nice
  • Avatar
    S. S. 5 days ago
    Very useful
  • Avatar
    P. K. 5 days ago
    Good and useful
  • Avatar
    T. R. 5 days ago
    Very helpful
  • Avatar
    S. V. 5 days ago
    Great story
  • Avatar
    S. V. 5 days ago
    Excellent
  • Avatar
    M. Y. 5 days ago
    Excellent
  • Avatar
    S. P. 5 days ago
    Great story
  • Avatar
    S. S. 5 days ago
    Good
  • Avatar
    S. K. 5 days ago
    Very help
  • Avatar
    R. K. 5 days ago
    Very helpful
  • Avatar
    P. S. 5 days ago
    Nice and helpful
  • Avatar
    G. P. 5 days ago
    Very helpful
  • Avatar
    S. S. 5 days ago
    Very helpful how we can tackle the problems
  • Avatar
    V. P. 6 days ago
    Its Realy Very helpful
  • Avatar
    A. K. 6 days ago
    Very helpful
  • Avatar
    P. K. 6 days ago
    Very helpful
  • Avatar
    J. A. 6 days ago
    Very helpful
  • Avatar
    S. K. 6 days ago
    Very helpful
  • Avatar
    A. K. 6 days ago
    Very helpful
  • Avatar
    E. K. 6 days ago
    It’s very useful
  • Avatar
    S. S. 6 days ago
    Useful
  • Avatar
    C. S. 6 days ago
    Excellent
  • Avatar
    W. J. 6 days ago
    Good
  • Avatar
    K. K. 6 days ago
    Very good story...
  • Avatar
    A. S. 6 days ago
    Good
  • Avatar
    A. D. 6 days ago
    Good
  • Avatar
    T. G. 6 days ago
    Excellent
  • Avatar
    S. K. 6 days ago
    Good
  • Avatar
    P. S. 6 days ago
    Good
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    S. B. 6 days ago
    Good
  • Avatar
    R. M. 6 days ago
    Great one.
  • Avatar
    A. R. 6 days ago
    Nice
  • Avatar
    U. Y. 6 days ago
    Really nice..
  • Avatar
    V. S. 6 days ago
    really good
  • Avatar
    S. M. 1 week ago
    Useful
  • Avatar
    V. T. 1 week ago
    Excellent
  • Avatar
    S. D. 1 week ago
    Good
  • Avatar
    D. B. 1 week ago
    Excellent quite useful .
  • Avatar
    H. A. 1 week ago
    Amazing
  • Avatar
    R. B. 1 week ago
    Excellent
  • Avatar
    V. R. 1 week ago
    Useful and excellent
  • Avatar
    D. S. 1 week ago
    Useful
  • Avatar
    V. J. 1 week ago
    Excellent
  • Avatar
    S. M. 1 week ago
    Useful
  • Avatar
    M. N. 1 week ago
    Useful
  • Avatar
    S. S. 1 week ago
    Informative
  • Avatar
    B. S. 1 week ago
    Useful
  • Avatar
    F. S. 1 week ago
    Nice
  • Avatar
    P. K. 1 week ago
    Superb
  • Avatar
    A. K. 1 week ago
    Nice
  • Avatar
    K. C. 1 week ago
    Nice
  • Avatar
    R. M. 1 week ago
    Nice
  • Avatar
    D. T. 1 week ago
    Great
  • Avatar
    G. A. 1 week ago
    Good
  • Avatar
    S. B. 1 week ago
    Good
  • Avatar
    M. K. 1 week ago
    Very nice
  • Avatar
    M. K. 1 week ago
    Great..
  • Avatar
    M. S. 1 week ago
    Superb
  • Avatar
    J. S. 1 week ago
    Very nice
  • Avatar
    B. M. 1 week ago
    Very nice
  • Avatar
    A. S. 1 week ago
    Very nice
  • Avatar
    Y. R. 1 week ago
    Very nice
  • Avatar
    K. K. 1 week ago
    Very nice
  • Avatar
    S. S. 1 week ago
    Very nice, worth reading
  • Avatar
    S. T. 1 week ago
    Great learning..
  • Avatar
    A. H. 1 week ago
    Great...
  • Avatar
    P. B. 1 week ago
    Nice
  • Avatar
    S. S. 1 week ago
    Excellent
  • Avatar
    C. K. 1 week ago
    Nice
  • Avatar
    G. A. 1 week ago
    Great thing to learn
  • Avatar
    N. W. 1 week ago
    Good summary to learn
  • Avatar
    N. W. 1 week ago
    Good summary
  • Avatar
    S. A. 1 week ago
    Good learning
  • Avatar
    R. k. 1 week ago
    Good
  • Avatar
    R. N. 1 week ago
    Excellent
  • Avatar
    M. M. 1 week ago
    Excellent
  • Avatar
    N. P. 1 week ago
    Good
  • Avatar
    S. B. 1 week ago
    good
  • Avatar
    R. G. 1 week ago
    Nice
  • Avatar
    S. -. 1 week ago
    Great
  • Avatar
    A. D. 1 week ago
    Great learning
  • Avatar
    T. S. 1 week ago
    Very good
  • Avatar
    R. P. 1 week ago
    Great
  • Avatar
    G. B. 1 week ago
    excellent
  • Avatar
    S. M. 1 week ago
    Excellent
  • Avatar
    I. B. 1 week ago
    Nice story
  • Avatar
    J. S. 1 week ago
    Very good one
  • Avatar
    M. H. 1 week ago
    Very good
  • Avatar
    A. S. 1 week ago
    Very good
  • Avatar
    M. S. 1 week ago
    Nice summary
  • Avatar
    S. C. 2 weeks ago
    Nice words
  • Avatar
    N. D. 2 weeks ago
    Useful TIPS
  • Avatar
    A. P. 2 weeks ago
    Great summary’s
  • Avatar
    V. S. 2 weeks ago
    Great summary
  • Avatar
    S. C. 2 weeks ago
    Insightful thoughts
  • Avatar
    J. K. 2 weeks ago
    Good
  • Avatar
    A. N. 2 weeks ago
    Very much meaningful and help to improve our skills
  • Avatar
    M. M. 2 weeks ago
    Good one
  • Avatar
    D. K. 2 weeks ago
    Great content
  • Avatar
    B. M. 2 weeks ago
    Good one
  • Avatar
    S. B. 2 weeks ago
    Good content
  • Avatar
    S. N. 2 weeks ago
    Good insight
  • Avatar
    P. V. 2 weeks ago
    Great
  • Avatar
    S. T. 2 weeks ago
    Grt insight,n grt summary
  • Avatar
    K. B. 2 weeks ago
    Practically it works to sell what you need.
  • Avatar
    N. P. 10 months ago
    Great summary
  • Avatar
    Z. B. 1 year ago
    Great summary.
  • Avatar
    S. H. 2 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 days ago
      Very meaningful and helps for sale