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The Three Stories You Need to Tell to Sell
There are three types of stories that anyone who sells anything needs to master:
The first is the story you tell your audience. This is the story we are most familiar with. It is a compelling and persuasive vehicle that you can use to get your message across with maximum impact and minimum resistance. It must be engaging and edu-taining.
Second, there is the story you tell your buyer or gatekeeper—this is your positioning story. This story is powerful because it allows you to position yourself the way you want to be perceived.
Finally, there is the most important story you will ever tell—the one you tell yourself. You wrote this story when you were a child and it has shaped your life, even though it is most certainly wrong! You can rewrite this story to shift your mindset and produce dramatic improvements in your performance.
This one-of-a-kind workshop is designed anyone who sells anything—products, services, solutions, or ideas. It is especially useful for sales and business development professionals, who have special needs for stories that can build credibility and trust, introduce their company and product, and create a picture of how their solution can change their prospect’s life. Participants will have a chance to develop their own stories so they can begin moving people immediately.
An outstanding sales leader will use stories to
The first is the story you tell your audience. This is the story we are most familiar with. It is a compelling and persuasive vehicle that you can use to get your message across with maximum impact and minimum resistance. It must be engaging and edu-taining.
Second, there is the story you tell your buyer or gatekeeper—this is your positioning story. This story is powerful because it allows you to position yourself the way you want to be perceived.
Finally, there is the most important story you will ever tell—the one you tell yourself. You wrote this story when you were a child and it has shaped your life, even though it is most certainly wrong! You can rewrite this story to shift your mindset and produce dramatic improvements in your performance.
This one-of-a-kind workshop is designed anyone who sells anything—products, services, solutions, or ideas. It is especially useful for sales and business development professionals, who have special needs for stories that can build credibility and trust, introduce their company and product, and create a picture of how their solution can change their prospect’s life. Participants will have a chance to develop their own stories so they can begin moving people immediately.
An outstanding sales leader will use stories to
- Introduce themselves and make themselves more likable
- Build credibility and rapport
- Overcome the “Silent Objection” and build trust
- Position themselves the way they want to be perceived
- Introduce their company and their product, service, or solution
Communicate key organizational and personal values - Paint a clear picture of how their solution can change their prospect’s life
- Move their prospects to action
- Dramatically change their mindset by rewriting their inner story
Outline
- The World of Fact and the World of Story
- What is a story?
- The three types of stories
- Edu-taining stories
- Your positioning story
- Your inner story - Anatomy of a story
- The third story: Your edu-taining story
- Three types of edu-taining stories
- Introducing your company / brand
- Transmitting values and organizational culture
- Sharing your vision - Crafting and telling your own stories
- Bringing stories to life
- The second story: Your positioning story
- The first story: Your inner story
Who should attend
Sales people, sales managers, business development managers, financial advisors, insurance agents, property agents, vendors, purchasing agents, contractors, consultants, and anyone who sells anything, tangible or intangible.
Methodology
Presentation/discussion
Interactive sessions
Case studies
Presentations and critiques
Videos
Interactive sessions
Case studies
Presentations and critiques
Videos
Profile of David Goldwich
David is a "reformed" lawyer who is committed to helping people get what they want by teaching them how to play the negotiation game and be assertive, compelling, persuasive communicators. Born and raised in Miami, Florida, USA, David has been living in Singapore and working throughout Asia since 1999.
David has MBA and JD degrees from accredited and respected bricks-and-mortar universities. He practiced law in the United States for more than ten years, arguing before judges and political, government, and community bodies. He knows how to persuade the toughest audiences. David is trained as a mediator and has managed small businesses as well.
Recognizing that lawyers perpetuate rather than solve problems, David began lecturing and training in 1995. He has taught at the tertiary level in the USA and in Singapore. As a trainer, David applies the "80/20 Rule" by identifying the few critical tools necessary for the greatest improvement and presenting them in a form that is easy to learn and simple to use. An engaging and award-winning speaker, David uses humor and stories culled from his own experience as a lawyer, businessman, and father to help people reach breakthrough changes in their personal and professional lives. David is the author of four books and numerous articles in his field of expertise.
Some of David's recent projects in the region include Allianz Insurance Management Asia Pacific, American Express, Citibank, Caterpillar, Siemens, Singapore Technologies, Panalpina World Transport, BP, Shell, Petronas, Singapore Refining Company, Deutsche Bank, Amtek Engineering, BHP Billiton, Carl Zeiss, Cold Storage, Mitsui Chemicals, Chevron Phillips Chemicals, General Mills, Boston Scientific, Republic of Singapore Navy, Land Transport Authority, IRAS and Ministry of Foreign Affairs
