1. CREATE CONNECTION
Successful sales professionals are “connectors” and are able to be humble, honest, authentic and show appropriate empathetic vulnerability to their prospects.
People buy from people they trust. They trust people they like. They like people they connect with. Learn how to connect immediately by sharing a story of your “why”.
2. DEFINE THE GAP
Helping a prospect see issues, threats and challenges to the goals they are trying to accomplish is critical to sales success. Using specific visual story telling tools in this step will allow you to challenge the “status quo” the right way, built on trust.