Sell with a Story - by Paul Smith (Hardcover)
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<p/><br></br><p><b> About the Book </b></p></br></br>You already have the most effective tool for maximizing sales in your arsenal. Your stories! Learn how to cash in using the under-utilized art of storytelling.<p/><br></br><p><b> Book Synopsis </b></p></br></br>Despite all the high-tech tools available to salespeople today, the most personal method still works best. Through storytelling, a salesperson can explain products or services in ways that resonate, connect people to the mission, and speak to the part of the brain where decisions are made. The well-crafted story can pack the emotional punch to turn routine presentations into productive relationships.In Sell with a Story, author Paul Smith, one of the world's leading experts in organizational storytelling, focuses his wildly popular and proven formula to the sales arena. 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- And moreLearning from model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett-Packard, and other top companies, readers will soon be able to turn their personal experiences into stories that introduce yourself, build rapport, address objections, add value to the product, bring data to life, create a sense of urgency . . . and most importantly, sell!"If you're serious about increasing your effectiveness as a communicator and looking to transform your sales results, Sell with a Story is for you. This book empowered and energized me, and I know it will do the same for you." --Mike Weinberg, consultant, speaker, and author<p/><br></br><p><b> From the Back Cover </b></p></br></br>Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs an emotional punch that turns routine presentations into productive relationships. It brings products and services to life in ways that customers remember; it connects people and creates momentum. </p> </p> Paul Smith, author of the acclaimed <i>Lead with a Story</i>, shifts his best-selling formula from leadership to the sales arena. In <i>Sell with a Story</i>, he identifies the ingredients of the most effective sales stories and reveals how to: </p> </p> - Develop compelling and memorable narratives </p> - Incorporate challenge, conflict, and resolution into your stories </p> - Select the right story for every occasion: to introduce yourself, build rapport, address objections, add value, enliven data, create a sense of urgency, and more </p><p/><br></br><p><b> Review Quotes </b></p></br></br><br>..".practical information on how a story can add value to the products you're selling as your customers will be emotionally invested in the story that goes with the product." <i><b>--Helping Sales Radio</b></i> </p><br><br>"Best way to 'sell anything' is with a story. If you are in urgent need of expert advice on how to gain that unique competitive advantage, look no further." <b><i>-San Francisco Review of Books</i></b> </p><br><br>"The book deep-dives on the elements of awesome storytelling." <b><i>--Spot on Insurance</i></b> </p><br><br>"Storytelling expert, Paul Smith shares practical strategies to draw people in and actively engage them using stories...helps salespeople discover a new tool for dramatically better results." <i><b>-Leadership Tools</b></i> </p><br><br>..".shows you how to pick the right story and craft a compelling and memorable narrative that will make your sales (and marketing) more effective....appendices are worth the price of the book alone." <i><b>-Artillery Marketing</b></i> </p><br><br>"If you are in sales, this book is a must read, go and get it now...a powerful and well-written book..." <i><b>-Quella's Reviews </b></i> </p><br><br>..".a rich compilation of story techniques that can improve any persuasion process. Though it's aimed at salespeople, anyone who has to influence others will benefit from the ideas." <b><i>--Forbes</i></b> </p><br><br>"This powerful and practical guide gives you the tools you need to turn your experiences into stories that sell." <i><b>-Ten Fold</b></i> </p><br><br>"Perfectly describes why storytelling is important for building rapport, and even though he directs his advice to salespeople, it makes sense for scientists as well." <i><b>-Science Magazine</b></i> </p><br><br>"Any successful salesperson realizes the power of stories and this is the book you need to improve yours." --<b><i>Knights on the Road</i></b> </p><br><br>"Buying decisions aren't all about the numbers. Emotions also play an important role...How do you sell to emotions? Through stories." --<b>Jim Pawlak, <i>Biz Books</i> columnist</b> </p><br><br>"Paul Smith is THE ultimate storytelling coach." --<i><b>Sales Pipeline Radio</b></i> </p><br><br>..".a tool for your success toolbox that few people have and harness. Yet, it's irrefutable that we all need it...and it's a tool we can all get and start using now." --<b><i>The Ziglar Show</i></b> </p><br><br>"Takes the art of using the story to sell something to the next level...great book for anyone in sales or looking to enter the field." --<b><i>Tulsa Book Review</i></b> </p><br><br>..".shows how poignant it can be when you're being relatable and human even while convincing someone to buy...great read for anyone in business." --<i><b>AdPulp</b></i> </p><br><br>..".a no-nonsense...must-read, especially for people working in small businesses.'' --<i><b>Retailing Insight </b></i> </p><br><br>"The book is packed with insightful things about the way humans build trust and the role of stories in that process...very convincing argument for why you need to tell better stories in your sales presentations." --<b>In the Arena, Anthony Iannarino</b> </p><br><br>..".shares practical strategies to draw people in and actively engage them using stories rather than relying on the traditional, logical and dry sales pitch." --<i><b>Leadership Tools</b></i> </p><br><br>"Entertaining, easy to read, and above all incredibly useful, this book is helpful for both salesmen and small-business owners alike." --<i><b>Portland Book Review</b></i> </p><br><br>"I'm a big fan of Paul's earlier best-sellers...and, the newest installment in the series is equally good, informative, practical and actionable." --<i><b>Eric Jacobson On Management and Leadership</b></i> </p><br><br>"[Paul Smith is the] author of three books on harnessing the power of storytelling for some of the most important work we do as humans: <i>Lead with a Story</i>, <i>Sell with a Story</i> and <i>Parenting with a Story</i>." --<i><b>Business Management Daily</b></i> </p><br><br>..".critical for entrepreneurs selling their startup to investors, strategic partners, and customers." --<b>Martin Zwilling, <i>Huffington Post</i></b> </p><br><br>"It's destined to become a bestseller." --<i><b>Blog Critics</b></i> </p><br><br>"[Smith's]earlier books have catapulted him to acclaim, and <i>Sell with a Story</i> is destined to be equally well received, and not just by those who are in sales." --<b><i>The Chronicle Herald</i></b> </p><br><br>..".think of a sales pitch as foul-tasting medicine, and a sales story as a spoonful of sugar to help the medicine go down in a most delightful way." --<i><b>Artillery Marketing</b></i> </p><br><br>..".one of those books that you could just keep reading and reading...very engaging, inspirational and considerate... it will get you thinking about how you communicate." --<b><i>Autamme</i></b> </p><br><br>"I appreciated the many examples and how he lead me through the methods of identifying what's a story and what's not. It was clear, and it clicked for me." --<i><b>Small Business Branding</b></i> </p><br><p/><br></br><p><b> About the Author </b></p></br></br>PAUL SMITH is a popular speaker and expert trainer on business storytelling techniques. A former Procter & Gamble executive, his clients include Hewlett Packard, Bayer Medical, Progressive Insurance, Walmart, and other distinguished companies. As the author of <i>Lead with a Story</i>, his work has been featured in <i>The Wall Street Journal</i>, <i>Inc.</i>, <i>Time</i>, <i>Forbes</i>, <i>The Washington Post</i>, <i>Success</i>, and <i>Investor's Business Daily</i>. </p>
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