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Four steps to successfully selling anything

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How to get Investors and Customers Excited and to Throw Money at You!

Why do we remember “Little Red Riding Hood” after so many years? Does the name “Mr. Spock” ring a bell?
On the contrary, why do our prospects forget our presentations 10 minutes after we leave their office?
What makes a presentation stick?

Wouldn’t it be great to have the answers to these questions? At least if you wanted to sell something. Oh, you’re not in sales you say? Are you sure?

When was the last time you wanted to persuade your co-worker to follow your lead? Or the last time you wanted your spouse to go along with your ideas? Or the last time you wanted to convince your boss to give into the crazy idea of him giving you a raise?

Here’s the simple truth, these are all sales opportunities. Plain and simple! You want to close the sale, don’t you?

Well, now you can.

It’s Easy, Convenient and Simple to learn. And it has a lot to do with “Little Red Riding Hood”, “Snow White”, the legendary “Mr. Spock” and many other stories that we remember. Good stories stick, while our sales pitch almost always doesn’t. Good stories are remembered, while our sales pitch goes in one ear and out the other. Good stories sell! While our sales pitch doesn’t (most of the time).

So how do we change our sales pitch to convince our prospects and turn them not only into happy customers, but into raving fans?

Well, in short, we need to tell a story!
That’s it, a story will do it!

Oh, you can do that? Great! Everyone can tell a story and a lot of people are pretty darn good at it by nature. Why is it then that we sometimes get what we want and sometimes don’t?

Here are the four elements you need to utilize to build an awesome story which excites, will be remembered and which will be retold many times over.

Veröffentlicht in: Marketing
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Four steps to successfully selling anything

  1. 1. Four Steps to Successfully Selling Anything (c) 2014 Joachim Guenster - StorySculptor
  2. 2. Successful sales means: (c) 2014 Joachim Guenster - StorySculptor A customer purchases your product Someone accepts your offer Someone invests in your idea Your family is enthusiastic You get what you wantc
  3. 3. He presented for thirty minutes, and everyone thought it had lasted only three minutes— and then they bought it! The best sales strategy in the world Storytelling
  4. 4. Why… … do we remember “Little Red Riding Hood” after three, ten, twenty, or even after fifty years? (c) 2014 Joachim Guenster - StorySculptor
  5. 5. …have your customers often forgotten your product presentation after only thirty minutes? And why …
  6. 6. How… … can you make sure your customers never forget again and become enthusiastic fans? (c) 2014 Joachim Guenster - StorySculptor
  7. 7. Stories have been a means of decision making for thousands of years.Just think about the cave paintings. Tell a story (c) 2014 Joachim Guenster - StorySculptor
  8. 8. Forget the facts (c) 2014 Joachim Guenster - StorySculptor
  9. 9. Camembert, Brie, Romadur, Limburger cheese, Muenster, Bresso, Cream cheese,, Géramont cheese, Mainzer hand cheese, Cheese sticks, Butter cheese, Roquefort, Gouda, cheese spread, Emmentaler, Parmesan, Blue cheese …   Little Red Riding Hood packed in her basket
  10. 10. Who can remember all that? Who cares? A lot of cheese, don't you think? Except maybe a cheese counter salesperson or a cheese products wholesaler
  11. 11. You never forget stories. Stories are moving and convincing. Inspire your audience with a compelling story! (c) 2014 Joachim Guenster - StorySculptor
  12. 12. STRONG OPENING 1. (c) 2014 Joachim Guenster - StorySculptor
  13. 13. It was time to get going, if she was going to be at her grandmother’s by lunchtime. She left the house and went on her way. Little Red Riding Hood started on her way:
  14. 14. Now, here comes another person to present the same thing Yawn … Hint: If the potential customer is texting or yawning…
  15. 15. Peter Gruber tells this story in his book „Tell to win“. Your relatives are getting slaughtered! ‘“Terry, your relatives are getting slaughtered!” Terry turned around and shouted, “What?” Gruber had Terry’s undivided attention and told him about the movie he wanted to produce. Terry Semel financed the film.
  16. 16. How do good movies start? Mostly with an action scene, and then later comes the title and the opening credits, after the viewers are already hooked. (c) 2014 Joachim Guenster - StorySculptor
  17. 17. Hook your listeners with a strong beginning (c) 2014 Joachim Günster - StoryMaster
  18. 18. Big Bad Wolf 2. (c) 2014 Joachim Guenster - StorySculptor
  19. 19. After she arrived at Granny’s, she unpacked the cheese and, together with her grandmother, tasted the cheeses. Granny enjoyed the visit and was delighted that Little Red Riding Hood had brought such delicious cheeses. Little Red Riding Hood arrives:
  20. 20. This presenter is just as boring as the last one, and the one before that… Still awake? Your competitor has the same product and the same arguments.
  21. 21. A story needs a villain in order to be effective. Where are you going, asked the wolf. “As Little Red Riding Hood arrived at Granny’s, she found her grandmother looked different somehow. “Granny, what large hands you have!” “The better to grab you with,” said the wolf, and he jumped up and devoured the poor Little Red Riding Hood.
  22. 22. The villain The villain does't have to be a wicked creature like a Big Bad Wolf. Back pain or side effects are often good enough. (c) 2014 Joachim Guenster - StorySculptor
  23. 23. Create a great emotional high. Compare yourself, not with the competition, rather find another standard. Set up a villain. The villain makes your product exciting. (c) 2014 Joachim Guenster - StorySculptor
  24. 24. The first kiss 3. (c) 2014 Joachim Guenster - StorySculptor
  25. 25. The girl was wearing a cap: A few weeks ago, she noticed that autumn was coming, and so she took her cap out of the closet. She nearly got buried in all the winter clothes, and yet she found it.
  26. 26. What can the customer remember? A cap? How exciting! A cap ? The same old blah blah blah won’t hold his attention. The brain will automatically filter that out in no time!
  27. 27. A bright, shiny red hood. And because this hood was so remarkable and Little Red Riding Hood loved it so much, everyone soon called her Little Red Riding Hood. Then she was unmistakeable. And even you still remember Little Red Riding Hood. (c) 2014 Joachim Guenster - StorySculptor
  28. 28. Anchor it! A mental anchor must be highly memorable and must clearly differentiate itself from its competition. Set up something truly memorable. Something they can anchor in their minds. Like the first kiss. (c) 2014 Joachim Guenster - StorySculptor
  29. 29. “That’s our song.” “When we first met, there was a wild snowstorm raging.” Mental anchors produce memories and achieve sales. (c) 2014 Joachim Guenster - StorySculptor
  30. 30. Closing4. (c) 2014 Joachim Guenster - StorySculptor
  31. 31. Red Riding Hood returns: “That was very nice,” thought Grandmother to herself. The cheese had been delicious. Around 3:00 in the afternoon, Little Red Riding Hood started on her way back. She would visit again later.
  32. 32. Let’s talk on the phone, then. Most salespeople don’t sell, rather they have a nice conversation. For fear of receiving a “No,” most salespeople shy away from the close and instead talk about an enthusiastic customer that they are about to meet again.
  33. 33. That little word “please” works real wonders. Please sign here As soon as the customer is ready, the salesperson has to close.
  34. 34. The close At the end of the story, use the emotionally anchored argument and then: Please sign here. (c) 2014 Joachim Guenster - StorySculptor
  35. 35. These are the four simple steps to selling anything
  36. 36. 4. 3. 2. 1. Ignore these instructions at your own risk! Emotional Highs Memory Anchor Powerful Closing Strong opening
  37. 37. How to get Customers Excited and to Throw Money your Way slideshare special price Thank you for your interest in my slideshare presentation. Additionally I am offering you until March 31st 2015 a special price promotion for my Udemy Online Course. Instead $ 299 ONLY $ 29
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  38. 38. And get the whole story and much more in this free ebook, NOW! (c) 2014 Joachim Guenster - StorySculptor on your Smartphone or Tablet. Install the app for FREE