Buyers have access to more information than ever before. They are well educated on what they need. Most are well down the buying process before they meet a salesperson. Their eyes glaze over as another powerpoint deck is opened.
Sales people have lots of technology based sales tools. They have tools to find new prospects, keep information on those prospects, send targeted emails, forecast sales etc. However, many are rooted to their technology rather than engaging buyers. They lack the most important sales tool – the ability to tell a great story.
Great sales people possess the art of storytelling. They hone their craft and tell engaging stories. They weave the narrative to ignite the right responses from buyers. Buyers respond to the right story at the right time. Stories can purposely advance the sales process. They can illustrate special insights and show evidence to cement delivery.
Rather than sending your sales people on another training course, why not send them to the movies where the art of storytelling is at its best. Afterwards, ask them to tell you the story of why your company should win the Oscar … without using any presentation props!