Episode 120: How to use Stories in Sales - Mike Adams

Predictable Prospecting's Podcast

Everybody has a story. In fact, everybody has a number of different stories, and one way or another, most people wind up sharing their stories with other people at some point. Stories help us relate to others and make connections as well as illustrate important points. And if you work in sales, you can use your stories to help you connect with prospects and close deals. Today’s guest has literally written the book on how salespeople should use stories.

Mike Adams is an engineer-turned-salesperson from Australia. He’s also the author of the book Seven Stories Every Salesperson Must Tell, a book that’s designed to help those in sales discover the power of stories, what kinds of stories are important in sales, and how you can use stories to help you close. Listen to the episode to hear more about Mike’s background, why he wrote the book and arranged it the way that he did, and how stories can help you connect with your prospects.

Episode Highlights:

• How Mike got into sales
• Mikes book, and why he chose seven as the number of stories to tell
• What kinds of stories are important in sales
• The different ways that different stories help you connect with clients
• Why Mike organized his book the way that he did
• Which stories can help salespeople close a deal

Resources:

Mike Adams

Seven Stories Every Salesperson Must Tell