This podcast is to help you use the art and science of storytelling to help you be more effective in your sales role. What you’ll hear will come from two primary sources. Most will be stories that come from interviews I conducted with professional sales and procurement managers from over 50 companies around the world, including: Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, Kroger, Cushman & Wakefield, Huntington Bank, Ghirardelli Chocolates, Amway, and Children’s Hospital, among others — all of which are documented in my book, Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale. On other episodes I’ll have guest authors and experts in the sales field, including bestselling sales authors like Mike Weinberg, Anthony Ianarrino, Mark Hunter, and others.
Sell with a Story Podcast
Claim This Podcastby Paul Smith
Podcast Overview
This podcast is to help you use the art and science of storytelling to help you be more effective in your sales role. What you’ll hear will come from two primary sources. Most will be stories that come from interviews I conducted with professional sales and procurement managers from over 50 companies around the world, including: Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, Kroger, Cushman & Wakefield, Huntington Bank, Ghirardelli Chocolates, Amway, and Children’s Hospital, among others — all of which are documented in my book, Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale. On other episodes I’ll have guest authors and experts in the sales field, including bestselling sales authors like Mike Weinberg, Anthony Ianarrino, Mark Hunter, and others.
Language
🇺🇲
Publishing Since
9/23/2019
1 verified contact email on file for Sell with a Story Podcast
Pitch yourself as a guest, propose sponsorships, or reach out directly to the host.
Recent Episodes
April 16, 2021
Story the Call: How to Learn from the Best (and Worst) Sales Calls
<br /> {#25 in a series of the <a href="https://leadwithastory.com/25salesstories/" target="_blank" rel="noreferrer noopener">25 most useful sales stories</a> from <a href="http://amzn.to/1Okdq0K" target="_blank" rel="noreferrer noopener">Sell with a Story</a>, by Paul Smith}<br /> <br /> <br /> <br /> <br /> <br /> <br /> <br /> One of the most productive uses of <a href="https://leadwithastory.com/services/storytelling-for-salespeople/" target="_blank" rel="noreferrer noopener">storytelling in sales</a> isn’t found in a story you tell to the buyer, a story the buyer tells you, or even a story that you tell to yourself. It’s a story that you craft for the benefit of other salespeople who work at your company. And it tells the story of the successful sale you just closed or the unsuccessful one you just failed to close. The purpose is to capture the wisdom you just gained in the call for your boss, your peers, or the next generation of salespeople calling on that customer.<br /> <br /> <br /> <br /> We all know those wise old sales gurus who’ve been around and seen it all. We love hearing their “war stories” about what worked and what didn’t work. Well, you don’t have to have been around for 40 years to remember a few great war stories if you capture your stories as they happen. <br /> <br /> <br /> <br /> One of my favorite examples comes from a guy named Steve Blair from his days as a salesperson for a major confectionary company.<br /> <br /> <br /> <br /> The Valentine’s Day Box of Chocolates<br /> <br /> <br /> <br /> <br /> <br /> <br /> <br /> In the summer of 2010, when Steve was about a year into the role, he was calling on the buyer at a major drugstore chain. The buyer, let’s call him David, was legendary in the business. Once you had his ear and earned his trust, you had it forever. But getting that trust was difficult. And neither Steve nor anyone at his company had earned it yet.<br /> <br /> <br /> <br /> At one point, Steve and his boss (the CEO of the company) rented a suite at a major league baseball field and invited David and his boss to a game. Their general purpose was to get to know their prospects a little better. But Steve also had a specific sales objective: get David to agree to carry at least one of their boxes of heart-shaped chocolates for Valentine’s Day. <br /> <br /> <br /> <br /> Steve had been trying unsuccessfully for weeks to make that sale. David’s objection each time was that he thought the price per ounce of chocolate was too high. Said another way, he thought there just wasn’t enough chocolate for the price. Steve’s response each time was that Valentine’s Day chocolates are a gift. The person who receives the chocolate will appreciate the gift regardless of how much chocolate is in it.<br /> <br /> <br /> <br /> <a href="https://amzn.to/3gg0P6B"></a><br /> <br /> <br /> <br /> Steve was hoping he could finally get David to see things his way during the game. Somewhere around the sixth inning, Steve saw his opportunity. He noticed that the server in the suite was a 20-something female—exactly the demographic profile of someone who might be on the receiving end of a box of Valentine’s Day chocolates. Steve thought David might understand his position if he could hear for himself how much a young woman would appreciate one of these gifts.<br /> <br /> <br /> <br /> The next time she came through the suite, Steve pulled her over to ask her a question. He took out a sample of one of the boxes and held it in front of her. Making sure he had David’s attention, he said to her, “What would you say if your husband or boyfriend gave you this for Valentine’s Day?” Of course, Steve couldn’t be sure how she’d respond. But who doesn’t like a free box of chocolates?<br /> <br /> <br /> <br /> The server opened up the box, looked inside, and then said, <br /> <br /> <br /> <br /> Well, the first thing I’d probably say is ‘Where’s the rest of the chocolate?’ <br /> <br /> <br /> <br />
February 9, 2021
Sales Hall of Fame President on Selling Well During a Pandemic
Sales Hall of Fame president Steve Benson joins me to talk about a clever sales tool Badger Maps, as well as specific problems and solutions for salespeople during the pandemic. <a href="https://leadwithastory.com/sales-hall-of-fame/" title="Read more on Sales Hall of Fame President on Selling Well During a Pandemic" class="more-link">read more</a><br />
November 19, 2020
How NOT to Sell Yourself on LinkedIn
Great at LinkedIn author Mike Sweigart joins me to talk about some of the best -- and worst -- things you can do on LinkedIn to help market you and your brand
10 total episodes available
Deep-dive analytics for Sell with a Story Podcast
Frequently asked questions
Have a different question and can't find the answer you're looking for? Reach out to our support team by sending us an email and we'll get back to you as soon as we can.
- What is Sell with a Story Podcast?
- How often does this podcast release new episodes?
This podcast updates daily.
- Where can I listen to this podcast?
This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
- Does this podcast accept guests?
Information about guest appearances is not available.
Legal Disclaimer
Pod Engine is not affiliated with, endorsed by, or officially connected with any of the podcasts displayed on this platform. We operate independently as a podcast discovery and analytics service.
All podcast artwork, thumbnails, and content displayed on this page are the property of their respective owners and are protected by applicable copyright laws. This includes, but is not limited to, podcast cover art, episode artwork, show descriptions, episode titles, transcripts, audio snippets, and any other content originating from the podcast creators or their licensors.
We display this content under fair use principles and/or implied license for the purpose of podcast discovery, information, and commentary. We make no claim of ownership over any podcast content, artwork, or related materials shown on this platform. All trademarks, service marks, and trade names are the property of their respective owners.
While we strive to ensure all content usage is properly authorized, if you are a rights holder and believe your content is being used inappropriately or without proper authorization, please contact us immediately at hey@podengine.ai for prompt review and appropriate action, which may include content removal or proper attribution.
By accessing and using this platform, you acknowledge and agree to respect all applicable copyright laws and intellectual property rights of content owners. Any unauthorized reproduction, distribution, or commercial use of the content displayed on this platform is strictly prohibited.