Regardless of who your target is or what you’re selling, joining the art of storytelling in sales presentations allows you to entertain, engage, and educate your audience.
Today, we’ll look at nine storytelling techniques you can use to motivate prompts to become clients.
But first, we should discuss what makes storytelling such an effective sales tool.
Why is Storytelling Such a Powerful Sales Tool?
Being a good storyteller is useful for business. If you can infuse your sales process with inspirational, persuasive, and memorable anecdotes, you can have a greater effect on your possibilities and steer them towards the choice to purchase.
Science backs this up. An engaging story can trigger the release of oxytocin, which is otherwise called the trust hormone. This response builds your possibility’s trust in you, your image, and the item or administration you’re pitching.
Humans are social creatures by nature and sales stories are about more than just selling a product – they’re about connecting with your prospect.
The Key Benefits of Storytelling in Sales
The major benefits of using storytelling in your sales pitches include:
- Capturing the audience’s attention with an engaging narrative.
- Generating more interest in your product or service.
- Making data more meaningful and memorable by connecting it to real-world examples.
- Earning your prospect’s trust. A great story can lead to the release of oxytocin, which creates a deeper bond between the storyteller and their audience.
- Motivating your prospect to take a specific action by demonstrating the positive results of doing so.
9 Storytelling Techniques You Need to Work into Your Next Sales Pitch
It’s not enough to realize that enticing stories can support your sales if you don’t know how to put them into action. So, here are nine storytelling techniques you can incorporate into your sales pitches to make an emotional impact and motivate your possibilities to purchase.
1. Make the Customer the Hero
A worthy hero is a basic component of every story – including your sales stories.
Unfortunately, too many sales reps make the mistake of positioning their own product or brand as the hero that swoops in to save the day. This leave the possibility’s organization uninvolved or playing maid in trouble – neither of which are exceptionally complimenting jobs.
Effective sales pitches don’t just focus on how amazing the product is; they focus on how the product will help the buyer solve a problem or overcome a challenge.
So, when you use a narrative to support your sales pitch, make the client (or a very similar business) the hero of your story. This allows your prospect to feel inspired by a business just like theirs that overcame similar obstacles.
Of course, your product can in any case share the spotlight.
Position your brand or product to assume a supporting role that demonstrates its benefits to the customer. Tailor the story to exhibit how your item is appropriate to the possibility’s circumstance and can help take care of their particular issues.
2. Be Entertaining, But Keep It Relevant
Telling a great story isn’t just about keeping your prospect entertained. . You additionally need to remain on theme and guarantee you hit the correct arguments to help a deal.
You still want to explain details of your product, but only as they relate to your prospect. The better you comprehend the possibility’s difficulties, the better you can tailor your story to address those issues.
Do your research on the prospect’s company and the difficulties they face. Then, take the technical specs and statistics you want to mention and frame them in a narrative that demonstrates their relevance to the prospect.
3. Have a Clear Sense of Purpose
What’s the purpose of your story? If you don’t have a quick, concise, easy-to-remember answer to that question, your prospectis probably not going to leave with an away from of your introduction.
For instance, your goal might be to encourage your prospect to choose a particular package that you feel would best serve their needs. Or, you may be more keen on getting them to enroll for your free preliminary so they can perceive how amazing your item is for themselves.
Whenever you’ve recognized your main role, you should tailor your story not exclusively
4. Make It Personal, Relatable, and Real
A personal story leaves a longer lasting impression than a generic sales pitch. So, regardless of your primary goal, paying little heed to your essential objective, you should incorporate relatable accounts that resound with your crowd.
Remember, your customer should be able to picture themselves as the protagonist in your story. You need to make it simple for them to see how the advantages you’re offering would apply to and improve their own lives.
How can you achieve this? By including enough details about the characters to make them human and having them struggle to overcome realistic problems.
This might include working in a real-world example of a company that faced the same obstacles as your client. The greater difficulty they needed to defeat to arrive at their objective, the better. Expect to be relatable, persuasive, or both!
5. Balance Out the Narrative with Cold Hard Facts
People tend to make emotional decisions, but in the business world, they need real data to back up those choices. Even if your prospect is moved by your sales story, they won’t be able to justify their decision if you don’t provide them with the relevant supporting facts.
One way to effectively communicate important stats is to tell several different anecdotes over the course of your presentation. This allows you to illustrate the key takeaways that you want your prospect to remember without overwhelming them with too much information at once.
Stories appeal to the emotional, creative right side of the brain, while facts provide the logic and rationale the left brain needs to get on board. So, combining anecdotes with facts reaffirms the prospect’s emotional decision and makes them more confident in their choice.
6. Follow a Loose Outline with a Beginning, Middle, and End
An amazing story arc increases your odds of connecting with your audience and triggering the release of oxytocin. However, if your story comes up short on an essential structure with a start, center, and end, it will probably crash and burn and be hard to follow.
How can you pack the most important into a single anecdote? Set everything up and bring your characters prior to jumping into the focal issue or challenge.
In the case of a good sales story, your decision should draw a connection between your product and the solution. This is your opportunity to exhibit how your item or administration can enable the possibility to tackle a difficult they’re right now confronting.
7. Practice Your Delivery
A poorly told story can lead to more questions than it answers.
Once you’ve outlined your structure, practice your entire presentation until you know the content inside and out. The goal here isn’t to recite each story from memory, but to be so familiar with them that you can tell them naturally as part of your larger sales pitch.
The more agreeable you are during your pitch or presentation, the more comfortable your prospect will feel, too. Try to speak normally, visually connect, and ooze certainty.
It’s fine to use bullet points to keep you on target as long as you elaborate on each point. Sounding too scripted is as a very remarkable issue as sounding ill-equipped.
Rehearsing your conveyance additionally guarantees you keep up a consistent progression of data, as opposed to bouncing around from highlight point or skirting significant components of your story.
8. Use Metaphors to Leave a Stronger Impression
Metaphors, similes, and vivid imagery can rejuvenate a story to life. This type of language enables your audience to visualize what you’re talking about and permits your message to ‘click’ and resonate with your audience members.
An effective metaphor can simplify complicated concepts, in this manner giving your possibility a superior comprehension of the issues and arrangements introduced.
Metaphorical language can likewise make your story more powerful in light of the fact that it expands your crowd’s degree of commitment. The more submerged your possibility becomes in your business story, the almost certain they are to get tied up with your pitch – and your item.
9. Create Conflict and Suspense to Elicit an Emotional Response
The best stories hook the audience with suspense, drama, and conflict.
You need the audience to root for the hero. Conflict can create interest, excitement, and get your prospect emotionally invested in the story.
If the problem is resolved too easily, you’ll bore your possibility and they’ll rapidly fail to remember your model. A quick resolution is also not relatable and won’t stir up interest in your product.
Instead, set up the character’s difficulties, imply that they might not reach their goals, describe a major setback they experienced. Then, when the contention has been set up and drawn out for anticipation, present your item or administration as a definitive arrangement that enables the saint to win.
What Kind of Story Does Your Sales Process Tell?
If you’re too busy trying to manage your pipeline and keeping tabs on leads, it can be tough to find the time to work on your sales pitch. Ready to spend less time and energy on data tracking? Find out how Propeller CRM can simplify your sales process, so you can focus on what you do best: selling.