Secrets to Stellar Selling
Connect with stories and create decisions
Influential founders build trust, show empathy, and help others recognize the value of the outcomes they deliver. Their secret is storytelling—the universal method for explaining change and new ideas. Effective CEO’s, who are also skilled sellers, develop and practice compelling stories that feel meaningful and conversational. Engage with confidence, remain curious, and respond flexibly in the moment.
Trust is confidence in you
Share your purpose and the motivation behind what you do. By resolving the prospect’s problem, what do you gain? Why does this drive you? Prospects always ask themselves, "Can I trust you?" Your answer to this question will impact the next steps in the conversation.
Empathy is when you hear and understand
Be curious about their situation and strive to understand their perspective. What barriers are preventing them from making a change? If the situation remains unchanged, what are the likely consequences? Listen to their concerns and demonstrate your understanding.
Outcomes feel real when goals are possible
Vividly present a better future, leaving current issues behind. Illustrate the emotions experienced when resolving the problem. Clearly highlight the contrast between what is possible with your help and the existing circumstances. Reinforce the positive outcomes and feelings associated with this change.