Here is a microlearning on the importance of storytelling in sales.
Listening to a PowerPoint presentation and then reading off bullet points will only activate the language processing parts of your brain, where you decode words into meaning.
But things change dramatically when you’re listening to a story.
After a sales presentation, only 5% of prospects remember statistics, but 63% will remember stories.
There’s science behind good storytelling.
Neuroeconomics pioneer Paul Zak conducted a series of experiments and found that stories that are highly engaging can elicit powerful empathic responses by triggering the release of Oxytocin.
Oxytocin is often referred to as the “trust hormone.”
This neurochemical promotes connection and encourages people to feel empathy.
When released in the brain of your prospect, Oxytocin casn help to build trust in your brand or product, and in doing so increase sales.
When telling stories, infuse facts into your narrative to appeal to both emotion and logic
When telling stories, use metaphors.
Metaphors help our brains experience a story as if we were living it ourselves.
You see, in sales, telling stories allows the subconscious mind of your prospect to truly “get” and see the valuable application of your solution.
Neuro-linguistic programming shows that all humans run 99 percent subconsciously and only 1 percent consciously.
Animating your sales presentation with stories is a proven way to close more business and increase revenue.
Make your stories honest, authentic, and truthful.
“Content builds relationships. Relationships are built on trust. Trust drives revenue.”
~ Andrew Davis
For your next sales call, tell a good story.
Good luck and good selling.
At RCGWorkgroup.com, we specialize in delivering customized evidence-based sales training derived from empirical data that we distill into bite-sized and digestible nuggets of learning in accordance with adult learning theory to empower sales teams to optimize their performance.
If you liked what you learned here today, why not drop us a message and see what RCG Workgroup can do to improve your sales team’s performance?