Once Upon a Midnight Dreary…

The following is an excerpt from Sales Calls are Auditions – 45 ways to get a callback:

What’s the best way to get customers to pay attention during the presentation?

  1. Tell stories
  2. Give handouts before you start the presentation
  3. Stick strictly with the features, advantages, and benefits package

(1) “In the beginning….” Stories always get people’s interest because they’re forced to pay attention, they’re entertained with the plot, and they’re on the edge of their seats to learn the outcome.

One of the easiest ways to bring a point home is to put it into story form. Tell about one of your other customer’s conflicts and how you rode in on your white horse to save the day with your proposed service or product. People remember stories better than they remember facts and figures. Plus, it’s easier to tell the story to others.

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