Clip: Story Based Selling

Clip from Episode 32: Ryan Alvord – Top Sales Professional at Paychex:

I would say my sales philosophy can probably be most closely identified with story based selling. I tend to always tell stories about other companies that are brought on board to help bring other companies on board. So I think it’s much more powerful to explain to a client reasons that another company came on board. That may have been in the same position as them rather than just talking about their issues in particular and telling them that we can fix their issues really showing them that hey there’s another company down the street that was in the same position as you and we were able to fix this issue and this is how we were able to do it. I don’t really ask as many open ended questions as a lot of people do in those cases I really lead them down that path and I say you know what this particular you are a restaurant there’s another restaurant with 25 locations headquartered down the street from here. And they came on board for these particular reasons. Can you identify with any of these and they without fail can typically identify with half those reasons and the reasons that they probably wouldn’t have given for reasons that they would have made a switch anyway. So it’s really just suggesting those those types of things through story based selling.

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