Storytelling
I help your sellers convert facts into compelling narratives
and reinforce your chosen sales methodology.
How does your org take clients from “distress to success”?
Why Storytelling matters
Common sales (and marketing) problems
Ineffective communication skills
Salespeople and marketers struggle to organize compelling narratives to convey your “So what?” and “Who cares?” – and therefore struggle to captivate prospects.
"It's all about US"
“Our features! Our functions! Us, Us, US!”.
Too many sellers make it about THEM – their company, their brand, their products, etc. and fail to make their prospects feel heard and understood.
Lack of familiarity with target personas
Most sales pros sell stuff they’ve never used to people whose jobs they’ve never had in industries they’ve never had. There’s a GAP.
Lack of insight into how the problems you solve impact your target personas
Too many moderns sellers fail to understand that their product or service is a SOLUTION to a problem, and how that problem(s) negatively impacts your target persona.
That sales methodology you invested in is being ignored
You invested in a sales methodology or framework – but has it stuck?
Low confidence
If all of the above problems pervade, sellers will lack the required confidence required to engage prospects.
Inability to earn TRUST
And if there’s a lack of confidence – on top of all the other problems – will prospects view your sellers as trusted advisors?
Reps aren't memorable
If all of the above problems pervade, sellers will lack the required confidence required to engage prospects.
Storytelling:
- Simplifies the complex for clients & prospects
- Effectively engages prospects & clients
- Helps sellers & marketers connect on an emotional level
- Reinforces & complements your sales methodology
- Improves communication skills
- Boosts confidence
- Earns trust.
Why storytelling matters:
Sellers need to communicate a lot of critical information to prospects – who can often struggle to make sense of it all.
The human brain is hardwired to better process and absorb information when it’s presented as a compelling narrative that triggers emotional reactions.
This team-building workshop sees breakout groups answering key questions about your target persona, their objectives, how the problems you solve prevent them from achieving those objectives, and more.
They’ll learn a framework for a simple “Before and After” story that organizes critical info into a compelling narrative that shares how your org’s helped similar clients overcome the same problems, while helping them envision when and how they’ll achieve their desired end-state.
That last part’s a fancy way of saying “they’ll get how you’ll make their lives better”.
My storytelling workshops are 4 or 7.5 hours
Can be combined with my classic comedy writing workshops to enhance communication skills, team alignment and knowledge
Your team will get:
Tribal knowledge sharing
Based on your learning objectives, we’ll map out who your target persona/ICP is, what problems you solve for them, and how they're impacted by those problems, followed by your "why".
A simple storytelling framework
Your team will learn a simple framework so they organize tribal knowledge into a simple, compelling narrative that's simple for sellers to deliver and prospects/ clients to process and react to.
Delivery Practice
Team members will deliver their stories to their peers in a space which allows for feedback and improvement for the entire team.
Workshops can be:
Onsite
Include a workshop as part of your next onsite or sales meeting. Give your team learning, team-building, and a confidence boost.
Virtual
Learning happens over multiple, shorter sessions.
Your team will receive the same content and go through the same steps as onsite - but it will happen over several weeks.
Hybrid!
Take advantage of an upcoming onsite or sales meeting to launch or complete a workshop. The rest will be delivered virtually.
