Secrets to Elite Selling
Connect with Stories and Create Decisions
Influential founders inspire trust, show empathy, and help others see the value of the outcomes they deliver. Their secret is story—the universal way we explain change and new ideas. Effective persuaders, who are sellers, develop and practice compelling stories that feel purposeful and conversational. Engage confidently, stay curious, and respond flexibly in the moment.
Trust is Confidence in You
Share the purpose behind what you do — the source of your motivation and commitment. By resolving the prospect’s problem, what do you get? Why are you driven by this? All prospects ask themselves - Can I trust you on this? The answer determines what happens next.
Empathy is when you hear and understand
Be curious about their situation. Understand their point of view. What prevents making a change? If the situation continues, then what happens? You hear their situation and share your understanding.
Outcomes feel real when Goals are possible
Vividly share a better future, leaving existing issues behind. Play out the emotions felt when the problem is solved. Strongly contrast what is possible with your help compared to the current circumstances. Reinforce the outcomes and feelings.