Sales Skills Mastery 3: Sales Story & Metaphor Techniques

If you’re not using stories and metaphors in all your sales messages, you’re currently losing sales and leaving money on the table. In this video, my aim is to share with you why using stories, metaphors and word pictures are critical to your selling efforts. When you really grasp the power of this and start implementing what you’re learning in this course, you’ll go from trying to convince people with only stats, facts and statistics...or boring, outdated sales techniques...to creating presentations and sales messages that fascinate, amaze and inspire your prospects into action. 

In this video, you’re going to learn how to ensure your sales messages and stories resonate with the right people.

One of the biggest mistakes that most salespeople make is they present one way to a variety of different people.  

This is a big problem because with all the sales and marketing NOISE out there, your messages need to be RELEVANT to the prospects your talking too, more than anything else.

This exercise is going to inform all of your sales and marketing efforts whether face to face, over the phone, emails, copywriting, webinars, sales videos, etc.

This is going to provide the foundation for everything that comes later, you don't want to skip this one.

In this lecture, you'll start gathering the raw selling materials (the features)  of your product or service so that we can use this information later to craft dazzling stories and word pictures that sell.

In this lecture, you'll continue gathering the raw selling materials (the benefits) of your product or service so that we can use this information later to craft dazzling stories and word pictures that sell.

In this lecture, you'll continue gathering the raw selling materials (the objections) of your product or service so that we can use this information later to prevent and overcome the reasons your prospects say "no".

In this lecture, you'll continue gathering the raw selling materials (the motivators) of your product or service so that we can use this information later to craft stories and sales metaphors that make your prospects say "yes" more of the time.

In this lecture, you're going to learn a quick and easy way to capitalize on your previous sales.  This method alone landed me a contract worth more than $500k per year.

In this short lecture, you're going to begin to understand when and where stories will be useful in your selling situations.

In this video you’re going to learn about the 5 key elements of stories that sell, because, you don’t want to tell stories just to tell stories...when you include these elements, you’ll ensure that your stories have real influence and persuasion power….

In this lecture, you'll learn a simple 3 step story selling formula that will allow you to create powerful stories that sell in minutes and eventually, on the fly.

This lecture will help you to achieve a mindset shift that will massively increase your sales results. This is an overarching principle that you should always remember when selling anything. It’s going to take sales being a grind or feeling like you’re trying to swim upstream...against the current to going with the flow and making sales more quickly and easily.

In this section, you’re going to learn how to use the 10 most powerful sales stories, because, by learning these and converting the dry data or benefit statements of your sales messages about your company, yourself and your product into stories, you’ll become far more engaging and effective.

In this video we’re going to talk about how to use opener stories to pre-frame your prospects...in other words to make them more open and receptive to your further persuasion attempts that come later.

Trust is the most important ingredient in any selling situation.  Without trust, nothing else matters. So, in this video we’re going to talk about the art of building trust using stories because a well-delivered trust building story can really melt your prospect’s resistance and have them open up to be persuaded by you.

In this video you’re going to learn how to take your  list of easily commoditized features and benefits and convert those into compelling, engaging and memorable stories that deeply influence.

In this lesson you’re going to learn how to create stories that help your prospects overcome their fears so they buy what you’re selling, more of the time.

In this video, you're going to learn how to overcome and even prevent hesitations your prospects have about money.

In this video, we’re going to be discussing one of the Most Overlooked yet Powerful Angles there is which will allow you to close sales you normally wouldn’t get.

In this lesson you’re going to learn how to sell more using productivity stories. While these are definitely something that should be in your toolbox if you sell B2B, it also applies to selling to consumers as well. You going to learn how to show your prospect how they can go from wasting time to achieving their goals and dreams faster. You’re also going to show them how they can avoid the pain of mistakes and instead experience the pleasure of success.

In this lecture, you'll learn how to make purchasing decisions easier for your prospect by connecting with what matters most to them.

Showing how your product can give your prospect peace of mind, relieve worries and insecurities and protect themselves, the people or things they care about is a POWERFUL motivator for your clients to take action now.

In this lecture, you'll learn how to sell certainty.

In this lecture, you'll learn how to use closing stories to summarize benefits, keep your prospect in an agreeable frame of mind, positively influence your prospects emotions and ask for the order in a unique way.

In this section, you’re going to learn how convert your sales information into something that quickly burns a vivid image, creates an intense feeling and sensation inside your prospect. Making your features and benefits something tangible and instantly recognizable by your prospects.

In this video you’re going to learn how to instantly increase your selling power by using physical action metaphors...it’s truly one of the easiest ways to make your messages stand out and persuade more effectively.

Now, you’re about to discover another powerful tool, which is using personal metaphors to influence your prospect in a way that makes them feel comfortable.

In this lecture, you'll learn one of the most direct and powerful types of metaphors to use in selling.

In this video, you’re going to learn an effective way to overcome objections and alleviate your prospect’s fears and doubts using an indirect style of metaphor.

In this lecture, you're going to learn several ways to profit from the power of the familiar.  How to make your prospect feel better about new or complex decisions and avoid unnecessary procrastination and stalling.

In this video, you’re going to learn additional ways to capitalize on the power of familiarity in your sales and marketing efforts, specifically more on using familiar people, places and things to enhance the power of your communication.

In this lesson I want to show you how to make powerful comparisons between you and your competitors using metaphors that burn powerful mental images in your prospects mind. When you do this correctly, it’s far more potent than doing a side by side data comparison or simply stating the differences.

Now that you’ve just been given a goldmine of tools, techniques and insights that can help you dramatically increase your sales results...but what do you do now? Because it’s easy to maybe feel a little overwhelmed and maybe a bit confused on what to do next to really implement this into your life and get the best results from this course. So, I’m going to make it easy for you by giving a clear road map for what to do next...specifically 6 tips that you can follow, now that you’ve gone through the meat of the course. 

In this video, we wrap everything up and you're given specific suggestions on how to receive bonus content and added support moving forward.

In this bonus video, you'll hear a talk I gave to a group of beginning entrepreneurs about being intentional in business and creating a business that supports your lifestyle.

I've included this with the course, not only because there are tons of gold nuggets related to business and selling but there are many examples of me using stories, metaphors and word pictures to illustrate my points.

Recently, I asked some members of our community: “What’s the #1 thing holding you back from moving forward in business?”

One of the comments that came back was:

“I’m afraid or anxious asking for higher fees”.

This actually comes up a lot.  Whether it was salespeople I managed in the past or coaching clients that are selling their own products and services.

It’s one of those fundamental stumbling blocks that will undermine all your efforts to sell your product and/or grow your business.

So, in this video, I’m going to show you how to overcome this insidious fear and help you go from feeling uncertain, anxious or afraid to ask for larger sums of money to feeling completely confident..

..provided you’re willing to follow some simple suggestions.

Because trying to run a business or sell with this type of fear is like trying to run a race with one foot tied behind your back…

...not going to work out well.

This needs to be addressed, and, you need to feel 100% confident asking for a fair price for what you offer...even if you think it’s expensive.

This applies to anyone who does cold prospecting, which is cold emails to generate appointments...cold calls, etc.

In this video, I’m going to show you how to sell more in less time with less effort than almost all your peers and competitors.

You’re also going to avoid one the biggest mistakes that people make when prospecting..and you're going to learn how to go from making tons of calls or sending a bunch of cold emails, and basically grinding it out to getting a much better ROI for your prospecting efforts…

When you follow the 3 steps I’m about to share with you, it’s like the difference between trying to dig a hole with a small dull spoon vs a large sharp shovel...so let’s dig in :-)

One of the most common problems faced by leaders, salespeople and business owners is:

Feeling uncomfortable selling

This comes up over and over again in different forms:  

“I don’t want to feel salesy”

“How do I not feel like a used car salesman when selling”

“How do you sell without the ick?”

The problem is these types of feelings will hold you back from achieving your goals because as a business, you must make money.  

...and to make money you must sell your product or service.

This also applies to selling your ideas as a leader...

The good news is, all this is based on some fundamentally flawed ideas and are easily correctable:

I share how in this video.

In it, I’ll walk you through 2 simple exercises that take only a few minutes and can completely remove the negative stigma associated with selling and give you complete confidence when it’s time to handle business or present your ideas.

Check it out and let me know what you think…

In this video I’m going to show you one of the easiest and fastest ways to improve your rapport building skills AND help you avoid doing 1 specific thing that will break rapport.

One of the toughest parts of selling is dealing with rejection.

It’s strange how much it can affect you.  

Whether someone emails you about a proposal you sent over or they tell you NO right to your face.

Rejection is obviously a part of life in general but it’s a more constant companion to those of us in sales or who own businesses where we are the ones who actively reach out and prospect for new clients.

It can hurt...and the reason it’s worth talking about is that a rejection can cost you hours (and I’ve even heard of days) of productivity.

Sometimes it can sting a little too much and suddenly you don’t want to make that next call or create that next video or whatever else you had planned for that day.

So, in this video, I want to show you how you can stack the odds in your favor, so that rejection rolls off you, like water off a duck's back…

When you apply what I’m about to teach you, you’ll go from letting a single rejection ruin your whole day to moving on quickly and getting focused on the next opportunity.

Instead of crossing your fingers that a deal will go through, you’ll have an indifferent attitude.  Emotional Teflon.

Sound good?