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Sell with a Story
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The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
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Everything has changed. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close you will learn a closing method that is nearly always successful. It's zero pressure and involves just two questions. It's a clear and simple approach that is flexible enough to use on every kind of sale at every given stage. It can be learned in less than an hour and mastered in a day.
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Storytelling has come of age in the business world. Today, many of the most successful companies use storytelling as a leadership tool. The reason for this is simple: Stories have the ability to engage an audience the way logic and bullet points alone never could. Whether you are trying to communicate a vision, sell an idea, or inspire commitment, storytelling is a powerful business tool that can mean the difference between mediocre results and phenomenal success.
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Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with "I wouldn't be interested"? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they've thought about it and are just going to pass? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs?
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People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
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- Narrated by: Jeb Blount
- Length: 9 hrs and 2 mins
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Overall4.5 out of 5 stars 846
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Performance5 out of 5 stars 747
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The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
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The ultimate guide to relationships, influence and persuasion in 21st century business.
What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness?
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Worth it
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Overall4.5 out of 5 stars 166
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Performance4.5 out of 5 stars 150
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Story4.5 out of 5 stars 146
Everything has changed. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close you will learn a closing method that is nearly always successful. It's zero pressure and involves just two questions. It's a clear and simple approach that is flexible enough to use on every kind of sale at every given stage. It can be learned in less than an hour and mastered in a day.
-
5 out of 5 stars
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Direct And Spot On for Complex Sales
- By Amazon Customer on 06-02-17
-
Lead with a Story
- A Guide to Crafting Business Narratives That Captivate, Convince, and Inspire
- By: Paul Smith
- Narrated by: A. T. Chandler
- Length: 10 hrs and 51 mins
- Unabridged
-
Overall4 out of 5 stars 541
-
Performance4 out of 5 stars 451
-
Story4 out of 5 stars 448
Storytelling has come of age in the business world. Today, many of the most successful companies use storytelling as a leadership tool. The reason for this is simple: Stories have the ability to engage an audience the way logic and bullet points alone never could. Whether you are trying to communicate a vision, sell an idea, or inspire commitment, storytelling is a powerful business tool that can mean the difference between mediocre results and phenomenal success.
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3 out of 5 stars
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Not what i expected
- By review on 12-05-16
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Power Phone Scripts
- 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales
- By: Mike Brooks
- Narrated by: Stephen McLaughlin
- Length: 8 hrs and 44 mins
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Overall4.5 out of 5 stars 123
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Performance4.5 out of 5 stars 103
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Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with "I wouldn't be interested"? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they've thought about it and are just going to pass? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs?
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1 out of 5 stars
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too much fluff, too much introduction, too slow
- By Amazon Customer on 05-01-18
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Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- By: Keenan
- Narrated by: Keenan
- Length: 5 hrs and 47 mins
- Unabridged
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Overall4.5 out of 5 stars 50
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Performance5 out of 5 stars 42
-
Story4.5 out of 5 stars 41
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
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5 out of 5 stars
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best sales book since SPIN selling
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Overall4.5 out of 5 stars 3,548
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Performance5 out of 5 stars 3,136
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Story4.5 out of 5 stars 3,096
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development: prospecting. The brutal fact is that the number one reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to consistently prospect.
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5 out of 5 stars
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Fanatically impressed!
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Overall4.5 out of 5 stars 1,033
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Performance4.5 out of 5 stars 901
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Story4.5 out of 5 stars 900
Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer - and it's one that may surprise you. Typically the issue lies not with the sales team - but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers.
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4 out of 5 stars
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Results over Activity? Results win
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As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect - and they do it all the time. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Now, in his new audiobook, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.
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3 out of 5 stars
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recycles a lot of common info
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Sales Differentiation
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Overall4.5 out of 5 stars 45
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Performance4.5 out of 5 stars 42
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Story4.5 out of 5 stars 42
To win deals at the prices you want, the needed strategy is differentiation. Most executives think marketing is the sole source of differentiation, but sales differentiation presents an untapped opportunity to create meaningful value and stand out from the competition. Sales Differentiation presents 19 easy-to-implement concepts to help salespeople win deals while protecting margin. These concepts are applicable to any salesperson in any industry and are based on the foundation that how you sell, not just what you sell, differentiates you.
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5 out of 5 stars
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Very Targeted Message- Excellent
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New Sales. Simplified.
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Overall5 out of 5 stars 529
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Performance5 out of 5 stars 465
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Story5 out of 5 stars 455
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer.
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5 out of 5 stars
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Now read by the author!
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Eat Their Lunch
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Overall4.5 out of 5 stars 76
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Performance4 out of 5 stars 69
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Story4.5 out of 5 stars 69
The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing.
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1 out of 5 stars
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painful listen
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Questions That Sell
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Overall4.5 out of 5 stars 14
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Performance4 out of 5 stars 14
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Story4 out of 5 stars 14
As a salesperson your product knowledge is extensive, but that's not enough. If you fail to ask the right questions - the ones that uncover a customer's real needs - you will never close the deal. Questions that Sell reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price - and increase your success rate as a result.
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3 out of 5 stars
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Interesting for a novice
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Predictable Prospecting
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Overall4 out of 5 stars 57
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Performance4 out of 5 stars 50
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Story4 out of 5 stars 49
If your organization's success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline - whether you're a sales or marketing executive, team leader, or sales representative.
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2 out of 5 stars
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Don't Waste Your Time
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The Lost Art of Closing
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Overall4.5 out of 5 stars 145
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Performance4.5 out of 5 stars 130
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Story4.5 out of 5 stars 128
Anthony Iannarino has a different approach to closing geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process - if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
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4 out of 5 stars
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gems buried in fluff
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Exactly What to Say
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Performance4.5 out of 5 stars 4,879
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Story4.5 out of 5 stars 4,836
Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over 50 countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.
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4 out of 5 stars
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Handful of Good Scripts
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The Sales Development Playbook
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Overall4.5 out of 5 stars 123
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Performance4.5 out of 5 stars 112
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Story4.5 out of 5 stars 111
This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space. The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.
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5 out of 5 stars
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Great stories and examples
- By BE Turner on 12-28-16
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The Only Sales Guide You'll Ever Need
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 5 hrs and 54 mins
- Unabridged
-
Overall4.5 out of 5 stars 379
-
Performance4.5 out of 5 stars 332
-
Story4.5 out of 5 stars 327
Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.
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5 out of 5 stars
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Great read
- By Helpful Review on 10-12-17
Publisher's Summary
Despite all the high-tech tools available to salespeople, the most personal method still works best.
Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made.
Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. In Sell with a Story, he identifies the ingredients of the most effective sales stories and reveals how to:
- Select the right story
- Craft a compelling and memorable narrative
- Incorporate challenge, conflict, and resolution
- Use stories to introduce yourself, build rapport, address objections, add value, bring data to life, create a sense of urgency, and more
Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and other top companies, this powerful and practical guide gives you the tools you need to turn your experiences into stories that sell.
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What members say
Average Customer Ratings
Overall
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4.5 out of 5 stars
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5 Stars190
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4.5 out of 5 stars
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Overall5 out of 5 stars
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Story5 out of 5 stars
- Kindle Customer
- 02-22-17
This book is not only simple but practical!
I've actually used his wisdom and guides to build my stories and win multiple contracts. Thank you!!!
5 of 5 people found this review helpful
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Overall4 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Steven
- Calgary, Alberta, Canada
- 05-11-17
Very balanced and motivated book
I was a little skeptical going into this book. I've read information before that seemed to suggest replacing sales process with storytelling. I think that's simply not a good idea. This author, explicitly, states that should not be done. Rather, he shows how to augment a sales process with storytelling. And he does it very well. I highly recommend!
3 of 3 people found this review helpful
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Overall4 out of 5 stars
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Performance5 out of 5 stars
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Story4 out of 5 stars
- Gregory Stump
- 03-18-17
Great
Loved the book. It was well written with fantastic information. Additionally, the author did a fantastic job of not putting me to sleep while he read the book.
3 of 3 people found this review helpful
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Overall3 out of 5 stars
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Performance3 out of 5 stars
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Story4 out of 5 stars
- Tom
- 04-29-18
not a right format for an audiobook.
not a right format for an audiobook. too many exercises hard to visualize and pactice whole listening.
2 of 2 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Fitz
- 05-09-17
An incredible tool
Just like an axe can be used to cut wood for a family to keep warm, and an axe could be used to chop a persons head off, stories can be used for good and bad. Choose your side and tell stories. Paul Smith is a compelling narrator and he made learning this very simple.
2 of 2 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story4 out of 5 stars
- Michel
- 01-14-17
Great book , can recommend this one to anyone
For anyone in sales or for entrepreneurs who's looking for the keys to growth. This will definitely be a recommendation on the Online platform Vimentis V.I.P
4 of 5 people found this review helpful
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Overall4 out of 5 stars
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Performance4 out of 5 stars
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Story4 out of 5 stars
- Amazon Customer
- 09-26-17
Insightful, yet particular
It's one of those books, that you have to be in the correct mood or mindset otherwise you might zone out. The book is full specific examples of breaking down a sentence. Which is great if you have the written book not so easy to follow, when listening too.
That being said it's still a very good book, that offers various ways for anyone looking to become a better speaker/salesperson, to try a frame their stories in a better light.
Overall: good book worth the money, to get the most out of it though buy the briny as well.
1 of 1 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Javier
- 08-13-17
Great resource
I found this book to be extremely practical and useful. I have incorporated many of the techniques successfully into my practice and have already seen it pay off. Highly recommend!
1 of 1 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Anonymous User
- 07-21-17
A very good reference
Very good book and the narrator is great, I highly recommend it if you are learning about selling or marketing
1 of 1 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Ryan
- 06-19-17
This is definitely in my top 10 favorite books now
I think the most important portion of this entire book lies in the last five minutes where all of the other books on this topic are listed. The narration was perfect. The content was exactly what I expected and needed. I recommend this book highly.
1 of 1 people found this review helpful
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Overall4 out of 5 stars
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Performance4 out of 5 stars
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Story5 out of 5 stars
- Miss D
- 09-04-18
Great message, difficult in parts
I really liked this book but there are parts where it doesn't translate to the audio version very well. There are large parts where they reference appendices and tables, which are almost certainly easier to follow in print. You do get most of these as downloadable PDFs though.
The message itself is hugely valuable to anyone in business, i just wish it was a bit more audio friendly.
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Overall2 out of 5 stars
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Performance2 out of 5 stars
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Story1 out of 5 stars
- Saulo
- 03-15-18
Great content and boring narrative
No doubt the book has great content. For a story telling book the way it is narrated could be more exciting.