Summary: If our storytelling allows us to build trust, build credibility, build a bond, and increase sales, then we're telling the right stories. If it's just designed to be manipulative, then save your breath.<br> <br> <br> <br> David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing the power of storytelling in sales. Jay, tell me a story.<br> <br> <br> <br> Jay: Listen, I am a storyteller. I love to tell stories and I like to build when I tell stories, right? And so this is something that I use on a regular basis when I'm talking to people and it's not just telling a story.<br> <br> I think it's putting people in a story and what character are they in that story? And I think most people want to be the hero in their own story, right?<br> <br> David: They do. which gets to the whole idea of the hero's journey and all that kind of stuff for anybody who follows that sort of storyline or that<br> <br> Jay: mm-hmm.<br> <br> David: type of story arc, The Hero's Journey by Campbell, I can't think of his first name. But it's a book and it describes essentially the plot of most of the most popular movies of all time.<br> <br> Jay: Yeah,<br> <br> David: Right. Star Wars, Rocky, anything where you've got this person who is initially kind of beaten down and not winning, and then they come in contact with a mentor and then they learn new things and they have a confrontation and it might not go well, and then they learn some more things and then eventually they come out triumphant.<br> <br> There's a whole arc. And you're right, a lot of people want to be the hero, and the challenge as a salesperson is, in our storytelling, we can't be the hero.<br> <br> Mm. Right.<br> <br> We need to make sure that the person we're talking to is the hero and that we are the mentor or guide. We're not Luke Skywalker. We have to be Yoda. We have to be the one who's helping Luke to destroy the Death Star.<br> <br> Jay: Yeah. This is a really hard thing, I think for a lot of people. Because we want to go in and think we're the hero, right? I'm coming into your business. I'm going to provide something that is going to save the day, and then I'm going to walk away and you're going to praise me and you're going to pay me.<br> <br> But that's not what really is supposed to be happening, right? It's that I have the tools and the resources that you need to be the hero.<br> <br> David: Yes, and it's easy to forget that, particularly when we're trying to read ourselves in as the hero to each story. But one of the things that I've noticed in sales is that many, if not most of the very best salespeople are also the best storytellers.<br> <br> You can say. "Hi, do you know what time it is?" And instead of getting the time, you will get a fantastic story that might weave the time into it.<br> <br> Jay: Mm.<br> <br> David: But you're going off in all kinds of directions, and when they do it right, it's captivating enough that you sit there and pay attention.<br> <br> Jay: Yeah. But you pointed out "when you do it right."<br> <br> David: Yes.<br> <br> Jay: Right. so let's talk about that a little bit. Let's talk about your feedback on doing it right.<br> <br> David: Well, number one, as we already touched on, it can't just be all about you. You can't make the story about yourself. You need to make it about them, and a lot of that upfront comes from finding out about them, which means you're asking more questions, then you're answering, hopefully in the early stages.<br> <br> Jay: Yes<br> <br> David: Because customers always just want to know what it's going to cost upfront, and you don't generally want to lead off with that. So a lot of our storytelling will actually have to come from the conversations that ensue after we've gathered enough information.<br> <br> Jay: Yeah.
