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Sell with a Story by Paul Smith - Coggle Diagram
Sell with a Story by Paul Smith
Introduction
CHAPTER 1: What Is a Sales Story?
CHAPTER 2: Why Tell Sales Stories?
PART I - What Sales Stories You Need and When to Tell Them
CHAPTER 3: Introducing Yourself
CHAPTER 4: Stories You Tell Yourself
CHAPTER 5: Getting Buyers to Tell Their Story
CHAPTER 6: Building Rapport
“WHY I DO WHAT I DO” STORIES
“I’LL TELL YOU WHEN I CAN’T HELP YOU” STORIES
“I’LL TELL YOU WHEN I MADE A MISTAKE” STORIES
“I’LL GO TO BAT FOR YOU WITH MY COMPANY” STORIES
“I’M NOT WHO YOU THINK I AM” STORIES
STORIES ABOUT YOUR COMPANY
Founding Stories
“How We’re Different from Our Competitors” Stories
ADVICE FROM THE PROS
Look for Clues to Story Selection
Toot Your Own Horn Without Sounding Like You’re Doing It
Tap into Common Fears
Allow for Three Degrees of Connection
Be Aware of Cultural Differences
CHAPTER 7: The Main Sales Pitch
CHAPTER 8: Handling Objections
CHAPTER 9: Closing the Sale
CHAPTER 10: Storytelling After the Sale
PART II - How to Craft Sales Stories
CHAPTER 11: Elements of a Great Story
A WORTHY LESSON
A RELATABLE HERO
A RELEVANT CHALLENGE
AN HONEST STRUGGLE
CHAPTER 12: Choosing the Right Story to Tell
STEPS IN STORY SELECTION
STEP 1: DEFINE YOUR OBJECTIVE
STEP 2: LOOK FOR A RELEVANT SUCCESS, FAILURE, OR MOMENT OF CLARITY
STEP 3: MAKE ONE UP
STEP 4: LIST AND CHOOSE
CHAPTER 13: Story Structure
STORY STRUCTURES THAT WORK
CHAPTER 14: The Hook (Transition In)
CHAPTER 15: Context
CHAPTER 16: Challenge, Conflict, Resolution
CHAPTER 17: Lesson and Action (Transition Out)
CHAPTER 18: Emotion
CHAPTER 19: Surprise
CHAPTER 20: Dialogue, Details, and Length
CHAPTER 21: Delivery
CHAPTER 22: Telling Stories with Data
CHAPTER 23: Stretching the Truth
CHAPTER 24: Finding Great Stories
CHAPTER 25: Practicing and Saving Your Stories
CHAPTER 26: Getting Started
Appendix
Appendix A: 25 Stories Salespeople Need
Appendix B: Selling Story Roadmap
Appendix C: Story Structure Template
Appendix D: List of Sales Stories
Additional Reading
Endnotes
Index
Free Sample from Lead with a Story by Paul Smith
About AMACOM