Better Selling Through Storytelling helps people become master storytellers so they can truly love what they do and get off the self-esteem roller coaster of only feeling good if their numbers are up.
Author: John Livesay
Publisher: Morgan James Publishing
Category: Business & Economics
The old way of selling is to push a message or product. The new way of selling is to pull people in with a compelling story—one that is magnetic to clients. Better Selling Through Storytelling helps people become master storytellers so they can truly love what they do and get off the self-esteem roller coaster of only feeling good if their numbers are up. John Livesay encourages readers to give up selling—and become storytellers instead! He teaches sales representatives and entrepreneurs alike how to become irresistible to their clients and what the best storytelling strategy is to get a yes. From learning how not to take rejection personally to overcoming the 3 faces of fear, readers learn to embrace disruption with new tools that prepare them for any unexpected waves that come their way and get the sale.
Discover lessons we can learn from how they led their life in getting us to a place
where we're more collaborative and diverse. JOHN LIVESAY Keynote speaker,
author of Better Selling Through Storytelling Jessica Pettitt weaves together a ...
Author: Jessica Pettitt
Publisher: Sound Wisdom
Sitting around pointing fingers and waiting for change to appear on the horizon—has it ever worked for you? Do you feel imbalance between who you are and who you think you should be? Do you see fulfillment, better relationships, and stronger teamwork as something to work for, but not possible now? In her breakthrough message, author and speaker Jessica Pettitt reveals the truth about how we can be the best versions of ourselves now! By being our authentic selves, we can immediately improve our companies, relationships, and communities. Good Enough Now is an innovative and practical guide to ridding yourself of self-doubt, self-limiting beliefs, and habitual excuses through: Being true to yourself Building on your strengths Supporting others in their strengths Building better teams Serving others Read this revolutionary book and discover that you already have what is necessary to begin shifting the paradigm!
This book explains a better way.” —John Burke, Group Vice President, Oracle Corporation “Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer.
Author: Michael T. Bosworth
Publisher: McGraw Hill Professional
Category: Business & Economics
Build better relationships and Sell More Effectively With a Powerful SALES STORY “Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers—purely a left brain exercise, which turns buyers off. This book explains a better way.” —John Burke, Group Vice President, Oracle Corporation “Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.” —Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone “Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.” —Gerhard Gschwandtner, publisher of Selling Power “This book breaks the paradigm. It really works miracles!” —David R. Hibbard, President, Dialexis IncTM “What Great Salespeople Do humanizes the sales process.” —Kevin Popovic, founder, Ideahaus® “Mike and Ben have translated what therapists have known for years into a business solution—utilizing and developing one’s Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.” —Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLC About the Book: This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes. Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn. The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework—helping you break down barriers, build trust, forge meaningful relationships, and win more customers. This book teaches you how to: Relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connections are forged Use the power of story to influence buyers to change Make your ideas, beliefs, and experiences “storiable” using a proven story structure Build a personal inventory of stories to use throughout your sales cycle Tell your stories with authenticity and real passion Use empathic listening to get others to reveal themselves Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.
This practical guide shows you how storytelling can make a powerful difference in product design. Author Anna Dahlström details the many ways you can use storytelling in your projects and throughout your organization.
Author: Anna Dahlström
Publisher: O'Reilly Media
With the wide variety of devices, touch points, and channels in use, your ability to control how people navigate your well-crafted experiences is fading. Yet it’s still important to understand where people are in their journey if you’re to deliver the right content and interactions atthe right time and on the right device. This practical guide shows you how storytelling can make a powerful difference in product design. Author Anna Dahlström details the many ways you can use storytelling in your projects and throughout your organization. By applying tried-and-tested principles from film and fiction to the context of design and business, you’ll learn to create great product experiences. Learn how the anatomy of a great story can make a difference in product design Explore how traditional storytelling principles, tools, and methods relate to key product design aspects Understand how purposeful storytelling helps tell the right story and move people into action Use storytelling principles to tell, sell, and present your work
This book should be required reading not just by those with content in their titles, but by anyone in Marketing AND Sales.
Author: Shane Snow
Publisher: John Wiley & Sons
Category: Business & Economics
"A terrific and timely book that makes a compelling case for fundamentally rethinking how your business communicates. Recommended!" —Jay Baer, founder of Convince & Convert and author of Hug Your Haters "Once upon a time, storytelling was confused with talking at people. Not anymore. Shane and Joe are your narrators in a journey that will transform how you talk to other human beings to be more believable, relevant, compelling and unforgettable." —Brian Solis, experience architect, digital anthropologist, best-selling author "Shane Snow and Joe Lazauskas spend the overwhelming majority of their time thinking, writing, and theorizing about brand storytelling - so you don't have to. They're smart and they know this topic inside out (and sideways). Read their book. While I can't guarantee you'll rise to Shane and Joe's ridiculously obsessive level, you will be infinitely better prepared to tell your own brand's story. Promise!" —Rebecca Lieb, Analyst, Author & Advisor "The Contently team understands the power of story, and how to craft and spread a great narrative, like no other. In an era where brand, design, and mission are a competitive advantage for every business, Contently underscores the importance of stories and how they transform companies and industries." —Scott Belsky, Entrepreneur, Investor, & Author (Founder of Behance, bestselling author of Making Ideas Happen) "I can't think of a better way to illustrate the power of story telling than by telling great stories. This book should be required reading not just by those with content in their titles, but by anyone in Marketing AND Sales. Then, when you're done, give it to your CEO to read... but make sure you get it back, because I guarantee you'll refer to it more than once." —Shawna Dennis, Senior Marketing Leader "Neuroscience, algorithms, illustrations, personal anecdotes and good, old-fashioned empathy: This entertaining and informative tome journeys to the core of how we communicate and pushes us, as marketers and humans, to do it better, "speeding the reader through and leaving us wanting more." —Ann Hynek, VP of global content marketing at Morgan Stanley Transform your business through the power of storytelling. Content strategists Joe Lazauskas and Shane Snow offer an insider's guide to transforming your business—and all the relationships that matter to it—through the art and science of telling great stories. Smart businesses today understand the need to use stories to better connect with the people they care about. But few know how to do it well. In The Storytelling Edge, the strategy minds behind Contently, the world renowned content marketing technology company, reveal their secrets that have helped award-winning brands to build relationships with millions of advocates and customers. Join as they dive into the neuroscience of storytelling, the elements of powerful stories, and methodologies to grow businesses through engaging and accountable content. With The Storytelling Edge you will discover how leaders and workers can craft the powerful stories that not only build brands and engage customers, but also build relationships and make people care—in work and in life.
Here's what you'll find inside: Cornerstone Foundations Kevin Harrington - Long Term Sales Anthony Powell - Your Numbers Relation to Your Profit Kevin Steven and Kathy Walls - Strength Finding Kings and Queens Matthew Pollard - Rapid Growth ...
Author: Andrew Izumi
Category: Business & Economics
The Ultimate Sales Momentum was written to give you the necessary skills for creating offers to blow past your competition and improve your sales pitch to blast through sales ceilings. If you are stuck at a certain revenue level, have a competitor who is always nipping at your heels, or are just having trouble getting customers for your high ticket offer-this book has the strategy for you. Learn how to sell better today! Eighteen experts-a billionaire, millionaires, and mindset rockstars-have shared with us their secret sales strategies and the stories behind how they successfully use them. In this book are the lessons learned from each expert and how you can take positive action now. Here's what you'll find inside: Cornerstone Foundations Kevin Harrington - Long Term Sales Anthony Powell - Your Numbers Relation to Your Profit Kevin Steven and Kathy Walls - Strength Finding Kings and Queens Matthew Pollard - Rapid Growth the Lazy Way Superior Mindset Tim Shurr - Your Customer's Inner Mind Troy Aberle and Luke Aberle - Transferring Emotion Christopher Vos - Return on Relationship Jim Padilla and Cyndi Padilla - Being Truthful to Customers and Yourself Strategies and Systems Eric Lofholm - Results by Preparation and Perfection Ace Reddy - Controlling Your Environment John Livesay - Better Selling Through Storytelling Nic Fitzgerald - Humanity is Storytelling Confident Awareness Dr. Grace Lee - The Neuroscience of Sales Amanda Dake - From Scarcity to Serving Malena Southworth - The Brand Connection Andrew Izumi - Listen and Serve Bonus Chapters: Online and In-Person Tactics Cody Neer - Connecting and Facilitating [E-Commerce] Chantelle Cotton - Attention and Retention [Live Events] Buy this book today and discover how billions of dollars' worth of sales have been made, and implement the strategies that will help you build sales momentum in business and life.
America's leading expert on corporate storytelling has emerged with yet another
blockbuster that's a sure-fire bet to open ... business experts and authors -
including the likes of world-renowned best-selling author and lecturer, Tom
The training is experiential and interactive , with some more traditional training
thrown in . At the end of two months , the recruits will provide guidance to sales
people who sell Whirlpool appliances on the floor at stores such as Best Buy and
Sears . The recent college ... how to tell a story to get a particular point across
because people relate better to ideas through storytelling , Seib said . There also
SUNDAY TIMES BESTSELLER ‘If you want to write a novel or a script, read this book’ Sunday Times ’The best book on the craft of storytelling I’ve ever read’ Matt Haig ‘Rarely has a book engrossed me more, and forced me to ...
Author: Will Storr
Publisher: HarperCollins UK
Category: Language Arts & Disciplines
SUNDAY TIMES BESTSELLER ‘If you want to write a novel or a script, read this book’ Sunday Times ‘The best book on the craft of storytelling I’ve ever read’ Matt Haig ‘Rarely has a book engrossed me more, and forced me to question everything I’ve ever read, seen or written. A masterpiece’ Adam Rutherford
This collection is the result of combing through hundreds of issues of writing journals from the pulp era, mostly Writer's Digest and Author & Journalist, but also a variety of lesser-known magazines: The Writer, The Editor, Writer's Review ...
Author: John Locke
Category: Language Arts & Disciplines
This collection is the result of combing through hundreds of issues of writing journals from the pulp era, mostly Writer's Digest and Author & Journalist, but also a variety of lesser-known magazines: The Writer, The Editor, Writer's Review, and two magazines issued by correspondence schools, Writers' Markets and Methods and Writer's Monthly. One of the surprises of the project was in discovering how many magazines were devoted to the craft of writing at that time. This speaks, in some measure, to the opportunities presented by the pulps to the freelance writer. With hundreds of pulp magazines publishing thousands of stories, there may never have been a better time for making money selling fiction. Many of the pulp-related articles in these journals deal with storytelling technique, usually genre-specific, e.g. "Action in Westerns," "Live Your Love Story," or "Why Aren't Your Detective Stories Selling?" Others assess the markets and advise on slanting for specific titles. But another category of article presents behind-the-scenes looks into the pulp world, the rise and fall of the business, the experiences of writers, editors, and publishers. And it is the most interesting and informative of this latter group that Pulp Fictioneers attempts to gathers together.
Stories for Work helps you put this dynamic to work for you in any business scenario. 'Stories for Work will give you everything you need to be more inspiring and effective in your business communications.
Author: Gabrielle Dolan
Publisher: John Wiley & Sons
Category: Business & Economics
Learn the science and master the art of telling a great story Stories for Work walks you through the science of storytelling, revealing the secrets behind great storytellers and showing you how to master the art of storytelling in business. Stories hold a unique place in our psyche, and the right story at the right time can be a game-changer in business; whether tragedy, triumph, tension or transition, a good story can captivate the listener and help you achieve your goals. In this book, author Gabrielle Dolan draws from a decade of training business leaders in storytelling to show you what works, why it works, when it works best and what never works. You'll learn how to create your own stories — authentically yours, crafted to attain your goal — and develop an instinct for sharing when the time is right. In-depth case studies feature real-world people in real-world businesses, showing how storytelling has changed the way they work, motivate and lead — providing clear examples of the power of this enormously effective skill. Storytelling gives you an edge. Whether you're after a promotion, a difficult client, a big sale or leading through transition, a great story can help you smooth the road and seal the deal. This book is your personal coach for masterful storytelling, with expert guidance and lessons learned from real-world business leaders. Learn why storytelling grabs attention and helps your message get through Master the four types of stories used in business settings Infuse your stories with the personal to highlight your vision and values Craft a selection of stories to pull out at pivotal business moments The oral tradition has ancient roots that unite all humans, and despite our myriad modern distractions, we still respond to a well-told story. Stories for Work helps you put this dynamic to work for you in any business scenario.
Because many of us think that market - ing is " selling things to people who don ' t
want them , ” we are often reluctant to ... The Truth About Marketing Most of the
mass marketing we see around us is probably not good marketing — and it ' s ...
Much to my relief , they never came up again , because from that night on ,
whenever my grandfather came to visit , he always brought me a bag of mohn
cookies . Even when he retired from baking and took to selling those little white
Publisher: National Storytelling Network
Anthology of 39 tales drawn from the hundreds of tales told at the National Storytelling Festival in October 1992.
Up-to-date cases from the business world, plenty of illustrations and easy-to-use tools. Recommended by managers of top international firms. Covers both the internal and external benefits of storytelling for a business company.
Author: Klaus Fog
Publisher: Springer Science & Business Media
Category: Business & Economics
Must-read for managers on a powerful branding tool of the future. Up-to-date cases from the business world, plenty of illustrations and easy-to-use tools. Recommended by managers of top international firms. Covers both the internal and external benefits of storytelling for a business company. Danish version sold more than 2000 copies.
One means of achieving this transformation is through storytelling . E.'s novels
are as much about telling ... Not only did critics receive the modern allegory
warmly , but it was the best selling book of 1926. Although E. would write more
Author: Steven Serafin
Publisher: Burns & Oates
Category: American literature
(Composed of more than 1,100 signed biographical-critical entries, this Encyclopedia serves as both guide and companion to the study and appreciation of American literature. Readers will also discover 70 topical articles covering subjects such as African American literature, feminism, modernism, the South and more.
Title : Found on Page : The Canadian Professional Sales Association 17 Saying
What You Mean 100 Don't Complicate Things 113 Nine Steps to Becoming a Better Listener 120 Customer Call Reluctance - Your Own Worst Enemy 190 211
Negotiating Group Presentation Checklist 225 Using SPIN 236 Using Trial
Closes 253 Storytelling 257 Stalling Objections 283 No - Need Objections 284
Author: Charles Futrell
Publisher: Whitby, Ont. : McGraw-Hill Ryerson
The Third Canadian Edition ofABC's of Relationship Sellingexplores professional selling from a Canadian perspective. As the title of the book suggests, the text is centred around a philosophy about selling: that success requires mastery of selling basics, including selecting presentation styles, and effective closing techniques. In addition, other key topics such as ethics and territory management are explored.Although Futrell has traditionally been seen as the "relationship" book, and Manning has been called the "strategy" book, this division is no longer as cut and dry. In the current edition, Manning has moved more toward a relationship-based approach, moving to include a sales management chapter at the end of their text (including Intro Selling, Professional Selling, and Negotiations). Manning users cite the consultative model process used throughout as one of its key strengths on the strategy side.Through extensive reviewing, four key elements have been identified as the most difficult for students to learn and instructors to teach. It is these four key elements which directed the revision of this edition:Beginning the Sale, Closing the Sale, Handling Objections,andEthics/Integrity-based selling.
SUNDAY TIMES BESTSELLER 'If you want to write a novel or a script, read this book' Sunday Times 'The best book on the craft of storytelling I've ever read' Matt Haig 'Rarely has a book engrossed me more, and forced me to question everything ...
Author: Will Storr
Publisher: William Collins
'If you want to write a novel or a script, read this book' Sunday Times'The best book on the craft of storytelling I've ever read' Matt Haig'Rarely has a book engrossed me more, and forced me to question everything I've ever read, seen or written. A masterpiece' Adam Rutherford Who would we be without stories? Stories mould who we are, from our character to our cultural identity. They drive us to act out our dreams and ambitions, and shape our politics and beliefs. We use them to construct our relationships, to keep order in our law courts, to interpret events in our newspapers and social media. Storytelling is an essential part of what makes us human. There have been many attempts to understand what makes a good story - from Joseph Campbell's well-worn theories about myth and archetype to recent attempts to crack the 'Bestseller Code'. But few have used a scientific approach. This is curious, for if we are to truly understand storytelling in its grandest sense, we must first come to understand the ultimate storyteller - the human brain. In this scalpel-sharp, thought-provoking book, Will Storr demonstrates how master storytellers manipulate and compel us, leading us on a journey from the Hebrew scriptures to Mr Men, from Booker Prize-winning literature to box set TV. Applying dazzling psychological research and cutting-edge neuroscience to the foundations of our myths and archetypes, he shows how we can use these tools to tell better stories - and make sense of our chaotic modern world.