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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  • Avatar
    S. S. 7 months ago
    Thanks
  • Avatar
    R. N. 12 months ago
    Thanks you .
    Message through story gives long lasting impact in our daily life.
  • Avatar
    R. Z. 1 year ago
    Great
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    K. D. 1 year ago
    Nice. Thank you!
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    K. D. 1 year ago
    Nice. Thank you!
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    K. D. 1 year ago
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    Very nice ?
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    M. I. 1 year ago
    Very nice
    Good
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    M. S. 1 year ago
    Great learning
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    H. K. 1 year ago
    Thank u for making a opportunity to learn beautiful selling skills
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    P. S. 1 year 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 year ago
    Good read
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    S. P. 1 year ago
    Nice
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    I. B. 1 year ago
    Worth reading
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    V. C. 1 year ago
    Good read
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    S. S. 1 year ago
    Thank you for good sales story.
  • Avatar
    J. B. 1 year ago
    Very good read to apply in our day to day engagements with our customers - telling a good sales story.
  • Avatar
    B. A. 1 year ago
    Great
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    D. S. 1 year ago
    Informative
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    Great! ?
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    K. R. 1 year ago
    interesting and informative read ?
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    K. R. 1 year ago
    interesting and informative read ?
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    A. W. 1 year ago
    Good
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    D. D. 1 year ago
    Verygood
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    J. E. 1 year ago
    Great
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    A. R. 1 year ago
    Good
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    K. D. 1 year ago
    Good
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    V. I. 1 year ago
    Very good
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    M. M. 1 year ago
    Usefull
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    J. B. 1 year ago
    Good
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    U. A. 1 year ago
    Excellent..Very Useful
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    S. S. 1 year ago
    Good
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    P. K. 1 year ago
    Nice
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    D. M. 1 year ago
    Nice
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    Nice
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    Very useful
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    P. K. 1 year ago
    Good and useful
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    T. R. 1 year ago
    Very helpful
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    S. V. 1 year ago
    Great story
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    S. V. 1 year ago
    Excellent
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    M. Y. 1 year ago
    Excellent
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    S. P. 1 year ago
    Great story
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    S. S. 1 year ago
    Good
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    S. K. 1 year ago
    Very help
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    R. K. 1 year ago
    Very helpful
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    P. S. 1 year ago
    Nice and helpful
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    G. P. 1 year ago
    Very helpful
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    S. S. 1 year ago
    Very helpful how we can tackle the problems
  • Avatar
    V. P. 1 year ago
    Its Realy Very helpful
  • Avatar
    A. K. 1 year ago
    Very helpful
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    P. K. 1 year ago
    Very helpful
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    J. A. 1 year ago
    Very helpful
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    S. K. 1 year ago
    Very helpful
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    A. K. 1 year ago
    Very helpful
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    E. K. 1 year ago
    It’s very useful
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    S. S. 1 year ago
    Useful
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    C. S. 1 year ago
    Excellent
  • Avatar
    W. J. 1 year ago
    Good
  • Avatar
    K. K. 1 year ago
    Very good story...
  • Avatar
    A. S. 1 year ago
    Good
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    A. D. 1 year ago
    Good
  • Avatar
    T. G. 1 year ago
    Excellent
  • Avatar
    S. K. 1 year ago
    Good
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    P. S. 1 year ago
    Good
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    S. B. 1 year ago
    Good
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    Great one.
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    Nice
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    Amazing
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    Excellent
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    Useful and excellent
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    Useful
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    Excellent
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    Useful
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    Useful
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    Informative
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    Useful
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    Nice
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    Superb
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    Great
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    Great..
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    G. A. 1 year ago
    Great thing to learn
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    N. W. 1 year ago
    Good summary to learn
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    Good summary
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    Good learning
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    Very good one
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    N. D. 1 year ago
    Useful TIPS
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    Great summary’s
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    Great summary
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    S. C. 1 year ago
    Insightful thoughts
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    J. K. 1 year ago
    Good
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    A. N. 1 year ago
    Very much meaningful and help to improve our skills
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    M. M. 1 year ago
    Good one
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    D. K. 1 year ago
    Great content
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    Good content
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    Good insight
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    P. V. 1 year ago
    Great
  • Avatar
    S. T. 1 year ago
    Grt insight,n grt summary
  • Avatar
    K. B. 1 year ago
    Practically it works to sell what you need.
  • Avatar
    N. P. 2 years ago
    Great summary
  • Avatar
    Z. B. 3 years ago
    Great summary.
  • Avatar
    S. H. 4 years ago
    Great summary!
  • Avatar
    S. M. 4 years ago
    Great!! really an eyeopener for sales people who is in liability products I Believe.
  • Avatar
    K. R. 4 years ago
    Great insight
  • Avatar
    A. C. 4 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. 4 years ago
    Great summary!
    • Avatar
      Rajeev Bhaskar 1 year ago
      Very meaningful and helps for sale