This month, I’m reviewing “Sell With a Story” by Paul Smith. At its core, it’s a book about crafting stories and using previous experience to show prospective customers how you can help them in ways that align with what they’re asking.
The first step of the storytelling process is to actually listen to what the prospect needs and wants. This exercise provides a salesperson guidance on which type of story to use to help move the prospect along in the sales process.
Most of sales is...
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