CHAPTER 35
Four Questions to Build Compelling Sales Stories
Well-crafted and polished sales stories are the most effective method for quickly and powerfully conveying to a prospect why an existing customer decided to purchase your product and got value from its use. Well-told stories create an indelible impact on a customer. Stories are an essential sales tool to differentiate you and your offering in the mind of your customer.
Since the dawn of humankind, stories have been used to provide information and insights. Before written alphabets existed, stories were used to communicate the traditions of a society from one generation to another. Some philosophers believe that stories, such as cultural mythologies, have become embedded in our DNA through ...
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