Storytelling For Sales: How To Master The Art Of Opening The Sales Pitch and Winning The Deal By Learning To Tell Stories | The Ultimate Guide For Storytelling For Business, Persuade and Make Money by Robert Kynaston

Author:Robert Kynaston [Kynaston, Robert]
Language: eng
Format: azw3, epub
Published: 2020-07-17T16:00:00+00:00

CHAPTER 6:

Closing the Deal

You have now reeled customers in, introduced them to your product and your company, and handled their objections. All you need to do now is ensure they complete their purchase and close the deal. You have already set yourself up for victory, so if you’ve used storytelling to your advantage in the previous steps, this one should be already lined up for you to succeed. Still, there are a few ways that you can make the final sale a more likely outcome and preemptively save yourself the headache of a dissatisfied customer later on. No matter how great your product is, if a customer was not fully convinced they needed it at the time of purchase, they will be less likely to be happy with it. Your job, then, is to make sure they are completely happy and eager to buy so you can avoid complaints or losing customers later down the line.

Good stories lead to good sales. Your storyteller abilities, carefully honed and crafted, will ensure that not only do you attract more business, but also a higher fraction of your interested customers actually make a purchase. Ultimately, the sale is the goal you are always driving towards, so closing the deal is one of the most important steps in the sales process. But this also means that you will see the biggest improvement in sales when you get this step right. If you stick the landing, your customers will as well.

One of the most important things to keep in mind at the end of a sale is to refrain from being too pushy. Clients will notice when you are simply rushing them through a sale. Aside from the potential problems something like misunderstood payment plans can cause later down the line, you could also lose a sale entirely if you push too hard, especially if you make up your story and the customer sees through it. Making unrealistic claims or telling far-fetched stories you can’t support can shatter the trust you have built up by sharing stories. Honesty and trustworthiness, especially in this key step, will carry you through to success.

Success as a motivator

You already know the role that a good case study can play in overcoming customer doubts, but you may be unaware of how much help these types of tales can be in closing a deal as well. People want to see that other people are enjoying the product they bought, that it is helping them to achieve their personal and professional goals, and that they have no regrets about buying it. Success stories that focus on how a crisis was resolved or how a grating inconvenience was eliminated fulfill all of these expectations. They let your customer know that they can trust both you and your business to help them in ways that really matter.

Success is an extremely powerful motivator. People chasing success will go to great lengths to achieve it if they are particularly dedicated. Not everyone is looking to completely

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