Seven Stories Every Salesperson Must Tell by Mike Adams

Author:Mike Adams [Adams, Mike]
Language: eng
Format: epub
Tags: -
Publisher: BookBaby
Published: 2018-07-11T16:00:00+00:00

The company story exchange

Just as with personal stories, the company story is an opportunity to exchange stories. The history of your client’s company or division is useful to know. ‘Enough about us — what about your company? How did you get started?’ If you get that history in a story you’re likely to remember it, and that’s more useful than you might at first realise.

For a start, their company story often includes important clues about the values and culture of the organisation you want to do business with. And there are other benefits. In the next part you’ll learn about success stories, and knowing your client’s company story helps you construct and tell success stories. Furthermore, my clients often ask me about other clients I work with. When they do, I tell my client’s company story. They enjoy hearing it and several times I’ve been able to make business connections between my clients.

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