Mon, 17 August 2020
Becoming the Best Storyteller Possible
Jim Benton is the CEO of Chorus AI, a leader in conversation intelligence, who helps people understand the conversation that their sales teams are having with their customers.
Technology is more important than ever as it can be used to tell stories that help your clients understand what it is you offer. However, with the pandemic, it is all the more challenging to know these stories within your sales team and what their activities might include.
Becoming the best storyteller Three ways to become great storytellers:
Authenticity A sales rep can be authentic and relaxed when he’s prepared. He has to understand what’s required of him to be present in the conversation and not be distracted.
Experience Experience is tied to authenticity. The most authentic stories come from those that you have personally experienced. New sales reps who don’t have stories of their own can share what they observe. This means paying attention to the details of what is going on around them and the colleagues they work with.
Data You need to have a way to validate and anchor the story so it connects to you and your client. The story is an effective way of building trust because people are more laid back when they’re sharing their stories. They’re more likely to exchange better information. As sales reps, this is where you need to be attentive. Once the story and rapport is established you can also add metrics and other relevant statistics to anchor a data point and enhance credibility.
Storytelling and technology It’s critical to connect with people and technology helps us do that. It bridges the gap between sales reps and prospects. Once meetings have taken place, the sales team can use AI to share conversations everyone can listen to and learn from. It becomes an automated tool for coaching that comes straight from the customer.
“Becoming the Best Storyteller Possible” episode resources Follow Jim Benton via his LinkedIn account.
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