Sell with a story : how to capture attention, build trust, and close the sale / Paul Smith.

Format:

Book

Author/Creator:

Smith, Paul, 1967 July 3- author.

Weinberg, Mike, author.

Series:

Gale eBooks

Language:

English

Subjects (All):

Selling.

Storytelling.

Sales management.

Communication in management.

Physical Description:

1 online resource (xi, 292 pages)

Edition:

1st edition

Place of Publication:

New York : AMACOM, American Management Association, [2017]

Language Note:

English

System Details:

text file

Summary:

Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and other top companies, this powerful and practical guide gives you the tools you need to turn your experiences into stories that sell.

Contents:

Cover; Title; Dedication; Contents; Foreword; Acknowledgments; Half title; 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; 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

Chapter 12: Choosing the Right Story to TellChapter 13: Story Structure; 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 A: 25 Stories Salespeople Need; Appendix B: Selling Story Roadmap

Appendix C: Story Structure TemplateAppendix D: List of Sales Stories; Additional Reading; Endnotes; Index; Free Sample from Lead with a Story by Paul Smith; About AMACOM; Copyright

Notes:

Description based upon print version of record.

Includes bibliographical references and index.

Description based on print version record.

ISBN:

9780814437124

0814437125

OCLC:

961004765