Tag Archives: storytelling

Ep. 176 – Selling Through Storytelling, Part 6

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SIBP-Blog-NEW-4It’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 →

Ep. 175 – Selling Through Storytelling, Part 5

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SIBP-Blog-NEW-3Applying storytelling techniques to your sales process means taking your prospects on their own version of the Hero’s Journey. You can think of it as the prospect’s individual story arc, allowing them to see how your products or services can help them overcome the challenges they need to be successful within the context of their own tale. To be effective, you not only need to cast the prospect as the central character of the tale, you also need to get them to see your product as the solution they’ve been looking for.

In today’s episode, host and business coach Tom Ryan talks about turning your company’s “unfair advantage” into a powerful sales tool through storytelling. Tom is joined by co-host and producer Jason Pyles. Continue reading →

Ep. 174 – Selling Through Storytelling, Part 4

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SIBP-Blog-NEW-2One of the most powerful aspects to using storytelling as a sales tool is how dramatically it can change prospect reaction during your initial consultations. Not only can it help you disqualify prospects more easily, but it can even help you nail down an agreement in principle about their need for your product or service. With the right kind of storytelling techniques, you can supercharge your sales results.

In part four of this ongoing series, host and business coach Tom Ryan revisits the core concepts of sales-focused storytelling, and explores the right way to gauge prospect reaction. Tom is joined by co-host and producer Jason Pyles. Continue reading →

Ep. 169 – Selling Through Storytelling, Part 3

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SIBP-Blog-NEW-2Every customer has a problem that needs solving. The better you understand that problem, the more likely it is that they will decide to spend their money on your solution. There’s no better way of demonstrating how well you understand their struggles, pains and frustrations than by telling them a story about another prospect with a similar problem, and how your products or services were able to make that problem disappear.

In this episode of the Success In Business Podcast, host Tom Ryan explains how the right kind storytelling can do more than simply open doors during the sales process. It can build trust, set expectations, and even help with the tricky business of qualifying prospects. As always, Tom is joined by co-host and producer Jason Pyles. Continue reading →

Ep. 168 – Selling Through Storytelling Part 2

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SIBP-Blog-NEW-4Once they’re through with the pleasantries and the basic questions that make up the start of an initial sales call, most sales reps make a huge mistake. Instead of telling a story compelling story about another client in the similar position, they dive right into talking about their company’s product or service. Instead of feeling like a conversation between two people, it starts to feel like a sales pitch.

In this episode, host and business coach Tom Ryan continues his exploration of storytelling as a sales technique. As always, Tom is joined by producer and co-host Jason Pyles. Continue reading →

Ep. 167 – Selling Through Storytelling Part 1

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SIBP-Blog-NEW-2Your first conversation with a prospective client or customer can be a balancing act. During that initial discussion, you’re doing more than just gathering some basic details. You’re qualifying them, gauging how serious their interest is, and trying to determine how well their needs align with your products or services. At the same time, it’s absolutely vital to keep their attention.

There’s no better way to do that than to tell them a good story. As it turns out, you had another client in a very similar situation, and they came to you for help …

In this episode, host and business coach Tom Ryan begins his series on changing your sales results through effective storytelling techniques. As always, Tom is joined by producer and co-host Jason Pyles. Continue reading →

Ep. 158 – Donald Miller’s “How to Tell a Story” eBook – Part 5

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SIBP-Blog-NEW-4Crafting a powerful story for your company or brand can do more than attract customers. It can shape how you see your business, guide how your investors and partners view their roles, and even sway potential employees to join your cause. For this kind of storytelling to be effective, however, you need to understand how the central character — the hero — fits into the narrative, and what it means to for the hero to need a guide.

In today’s episode, host and business coach Tom Ryan and co-host/producer Jason Pyles continue their discussion of Donald Miller’s powerful, compelling ebook, How to Tell a Story. If this sounds interesting to you, download your own copy of Donald Miller’s How to Tell a Story ebook today, and be sure to keep listening to the Success in Business Podcast this week for our continuing review. Continue reading →

Ep. 157 – Donald Miller’s “How to Tell a Story” eBook – Part 4

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SIBP-Blog-NEW-5Creating a compelling story for your business isn’t about casting yourself or your company as the hero. It’s about placing your customers, partners and investors in that role, identifying their problems, acting as their guide, and calling them to action. It’s not your story that matters, it’s theirs.

Host and business coach Tom Ryan and co-host/producer Jason Pyles continue their discussion of Donald Miller’s powerful, compelling ebook, How to Tell a Story. Learn why it’s important to frame your stories correctly, and hear some real-world applications of these principles from Tom’s work with the Kauffman Foundation Entrepreneur in Residence program. Continue reading →

Ep. 156 – Donald Miller’s “How to Tell a Story” eBook – Part 3

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What do Star Wars and a great sales presentation or business pitch have in common? They follow the same fundamental storytelling structure. In today’s episode, we continue our multi-part review of How to Tell a Story by Donald Miller. Host and business coach Tom Ryan and co-host/producer Jason Pyles talk about applying effective storytelling ideas to your business.

If this sounds interesting to you, download your own copy of Donald Miller’s How to Tell a Story eBook today, and be sure to keep listening to the Success in Business Podcast this week for our continuing review. Continue reading →

Ep. 154 – Donald Miller’s “How to Tell a Story” eBook – Part 1

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Story“A good story doesn’t happen by accident,” notes Donald Miller in his popular ebook, How to Tell A Story No matter what kind of story you’re telling, structure matters. By understanding how stories work, you can capture your audience’s attention in ways that the facts alone never could. For a business looking to connect with customers, or startup trying to catch the eye of investors, a great story can completely change the game.

In this episode Tom and Jason the producer officially begin their review of Donald Miller’s How To Tell A Story eBook. They discuss how the human brain is drawn toward clarity, not clutter. And Tom and Jason talk about how good stories don’t happen by accident. They are structured as an organization of events that are told through a set form. Continue reading →