How to Use Stories in Sales and Coaching

I love a story don't you? I love the detail of a good yarn, one that captures my attention.  A thrilling film, a funny report in the newspaper, a snippet from a friend in the pub. But did you know you can use stories really effectively in selling and coaching. Read on and I'll show you how. Stories are part of life and very hypnotic. So much so because a good story bypasses the conscious mind, and lets us relax and enjoy the lesson.  That's why they're good to use in…

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Making your product appear scarce

What's your favourite Sunday roast joint?  Beef, chicken, lamb?  We asked our three children at the beginning of the year which they preferred and unanimously they said pork.  The salesman in me made me ask a few questions as to why and immediately they all replied "we love the crackling, the meat's just OK" And when I asked them which meat they preferred they admitted they weren't really keen on pork as a meat, they actually preferred chicken but they'd choose pork every time as they adored the crackling. Now…

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Tainted Words

Are you a fan of 80's music?  I am, but not the hairstyles. The other night I was watching some 1980's videos on VH1, I came across one of my favourite bands - Soft Cell and their number one hit "Tainted Love" originally released in 1981. And it got me thinking about other tainted things.  Tainted words came to mind and I came up with four tainted words to banish. Tainted...contaminated...stained...infected. These are some words that you really want to stop using in your sales and coaching language but they…

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