Odoo Experience 2019 Story Selling - Using the power of story to sell Dave Nelson, Consulting on sales excellence, DealerCast LLC

1. StorySelling
Dave Nelson • Consulting on sales excellence.
Using the power of story to sell.
2019
EXPERIENCE

2. Introduction1
The power of story.
Using story to sell the dream.
A.C.E.S.
Conclusion
2
3
4
5

3. Intro1

4. Use the
Power of
Stories
2

5. — Source: eMarketer.com
●
“Total Ad spend in 2018 …
$628.63B… and Total TV ad spend
in 2018 ...$140B.”

6. It matters for people.“… an important fact of human existence: we use stories to
organize and make sense of reality.” Heider & Stimmel Study
Or, do the research yourself.
Whether you believe corporate spending, academic research,
Or your own research...
Or my personal experience, stories work.
www.odoo.com

7. Storytelling v. StorySelling
What’s the difference?
www.odoo.com

8. Selling
The
Dream
3

9. Do you
Like
Change?

10. Let me take you on a journey!

11. ACES4

12. ASK Clarify Entertain Summarize
A “Texas Two-Step” to a close.
●
Step 1: Discovery – Ask and Clarify
●
Step 2: Presentation – Entertain and Summarize
We care about the customer experience at every step.

13. ASK
Objective: To learn their story and what’s important..
Secondarily to learn:
- Qualify: Time frame, decision process/role, and price.
- Competitive landscape.
www.odoo.com

14. Clarify
Objective: Confirm what’s important and how they measure it.
Confirm current state / future state - “Delta” and impact.
Deal killers?
Get quotes and ask permission to use them.
If you love what you see, what happens next?
www.odoo.com

15. Entertain (Engage)
Objective: “Sell the dream!” Show them their future.
Reconnect and clarify no changes have occurred.
Tell their story – today and in the future.
Overcome the fear of change.
Confirm resolution and impact of each challenge addressed.
www.odoo.com

16. Summarize
Objective: Organic close.
Is there anything I missed?
“When we first talked remember when I asked if you love what you see what
happens next?”
Explain next steps (implementation process) - close.
www.odoo.com

17. In closing...
What’s
Next?
5

18. In the rearview mirror...In the rearview mirror...

19. GAME BALL

20. Thank you.
#odooexperience
@DPNelson1
www.LinkedIn.com/in/davidpnelson
2019
EXPERIENCE

21. StorySelling
Dave Nelson • Consulting on sales excellence.
Using the power of story to sell.
2019
EXPERIENCE

22. Introduction1
The power of story.
Using story to sell the dream.
A.C.E.S.
Conclusion
2
3
4
5

23. Intro1

24. Use the
Power of
Stories
2

25. — Source: eMarketer.com
●
“Total Ad spend in 2018 …
$628.63B… and Total TV ad spend
in 2018 ...$140B.”

26. It matters for people.“… an important fact of human existence: we use stories to
organize and make sense of reality.” Heider & Stimmel Study
Or, do the research yourself.
Whether you believe corporate spending, academic research,
Or your own research...
Or my personal experience, stories work.
www.odoo.com

27. Storytelling v. StorySelling
What’s the difference?
www.odoo.com

28. Selling
The
Dream
3

29. Do you
Like
Change?

30. Let me take you on a journey!

31. ACES4

32. ASK Clarify Entertain Summarize
A “Texas Two-Step” to a close.
●
Step 1: Discovery – Ask and Clarify
●
Step 2: Presentation – Entertain and Summarize
We care about the customer experience at every step.

33. ASK
Objective: To learn their story and what’s important..
Secondarily to learn:
- Qualify: Time frame, decision process/role, and price.
- Competitive landscape.
www.odoo.com

34. Clarify
Objective: Confirm what’s important and how they measure it.
Confirm current state / future state - “Delta” and impact.
Deal killers?
Get quotes and ask permission to use them.
If you love what you see, what happens next?
www.odoo.com

35. Entertain (Engage)
Objective: “Sell the dream!” Show them their future.
Reconnect and clarify no changes have occurred.
Tell their story – today and in the future.
Overcome the fear of change.
Confirm resolution and impact of each challenge addressed.
www.odoo.com

36. Summarize
Objective: Organic close.
Is there anything I missed?
“When we first talked remember when I asked if you love what you see what
happens next?”
Explain next steps (implementation process) - close.
www.odoo.com

37. In closing...
What’s
Next?
5

38. In the rearview mirror...In the rearview mirror...

39. GAME BALL

40. Thank you.
#odooexperience
@DPNelson1
www.LinkedIn.com/in/davidpnelson
2019
EXPERIENCE