Podcast: Play in new window | Download

It’s late in the initial sales meeting. You’ve told the prospect about how your business was able to help a company that was in a situation very similar to the one your prospect is facing. You explained how the results you delivered were worth every penny of the investment. You’ve even helped to prospect to visualize how your products or services could help them overcome their own challenges. Now, it’s time to see just how serious they are about moving forward.

In this final installment of the Selling Through Storytelling series, host and business coach Tom Ryan explores the likely prospect responses to a narrative-based sales approach. Learn what reactions indicate that it’s time to move forward, and which suggest that it’s time to “cut bait” and move on. As always, Tom is joined by producer and co-host Jason Pyles. Continue reading →