Seven Stories Every Salesperson Must Tell Kindle Edition

There are two kinds of books. One is about the subject, written by an observer sitting in the stands (along with hot dog vendors), “know about” books. The other is the subject in the sparse, efficient language of action on the field or pitch of play, “know how” and, if lucky, “learn how” books.Either you’ve “carried a bag”, closed huge life-changing deals, and sweated blood getting it done AND delivered, OR you have not.Mike not only carried a bag but taught, coached and mentored coaches on how to their own bags and those of whom they managedThis one fact eliminated 95% of BS fluff, oration and time-wasting setups and transitions that represents 80% of the propositional content of “know about” books authored by hot dog vendors and journalists.Mike Adams demonstrates the power of “narrative intelligence”, the power of storytelling to inspire, reassure, and motivate buyers and their remote, never-gonna-meet decision influencers.I will probably invest the next 3 weeks in operationalizing this book within my startup.

Early on in my sales career I noticed that clients remembered the stories I shared far better than the compelling statistics I would offer. A compelling stat? Good for a week or sometimes even a month. Compelling story illustrating the same point? Good for years. This is why I was so excited to read Mike Adams' book Seven Stories Every Salesperson Must Tell. Mike Adams has delivered a work that not only explains the science behind why storytelling is so effective but also provides an efficient framework for how and when to create and deliver these stories for maximum effect in sales.Storytelling In SalesSeven Stories uses a fishing paradigm to explain things and keep them memorable. It is broken down into four parts: 1. LURE - Story Fundamentals 2. HOOK - Making a Connection 3. FIGHT - Winning Mindshare 4. LAND - Landing the DealThe Essence of HumanityStorytelling is at the very essence of how we communicate, and for very good reason - they are the most memorable and effective means of communication. In part one of Seven Stories, we learn why story is essential to human communication and the fundamentals of storytelling. We discover why we use stories and exactly how to create stories (complete with checklists) that will deliver their point and be remembered.The Human to Human ConnectionThe first and most critical issue facing sales professionals is how to start a meaningful connection with a customer. In this crucial area Mike Adams explains why personal story sharing is the best way to establish rapport and trust. He gives excellent criteria and a framework for what makes compelling, rapport-creating stories and then goes on to apply that to both your personal an company stories. We are taught how to record, refine and reflect on these in a way that will maximize their impact.Selling With InsightInsights and the successes of other clients represent two very important components to stories that stick and deliver value. In addition to delivering value this stories also position and differentiate us. I found part three of Seven Stories (Winning Mindshare) very valuable. Adams offers practical advice on how to answer "Why you?" and "Why your company?" in the context of storytelling. Here we learn what makes a perfect story, how to position yourself as the only option and how to conduct the research you'll need to craft these crucial stories. The approach is very practical and come complete with examples and checklists.Close With a StoryThe final section of Seven Stories describes how to use stories to advance and close your sales. Because much of the decision-making in sales happens when we (the salesperson) is not present I found Mike Adams' strategies on how to use stories to influence the customer decision process even when we're not present very valuable. In this final section we learn how to use stories to influence committee decision makers we may not even have access to. As always, it is complete with examples and a checklist.SummarySeven Stories Every Salesperson Must Tell is exactly my kind of book. It is a practical, actionable approach to taking what is typically considered an art and turns it into a science. Anyone, regardless of whether or not they have the "gift" of storytelling can craft highly impactful stories that will elevate their sales game and make every interaction impactful, valuable and memorable. Every salesperson and every company can benefit from the wisdom in Seven Stories and I recommend it highly.

Muy interesante para ventas persona a persona, valoro mucho este libro. Muy buenos ejemplos para entender los aspectos teóricos principales

Mike Adams’ book, “Seven Stories Every Sales Person Must Tell” does an exceptional job describing just how stories will impact your sales. It’s one thing to read a book and “like it” and quite another to know that what the book is proposing is legitimate sales advice. Both are true here. You’ll like it. A lot. And the advice is solid. Adams has nailed it. It’s written with such attention to detail that the broad strokes of the stories are empowered to give you, the reader, a unique vantage point of sales. The advice Adams shares is spot-on.I’ve been selling and in sales-related industries for decades and what Adams presents here is an accumulation of wisdom I personally strongly agree with. His competency is self-evident.A big take-away from the book for me was how Adams managed to set the reader, you, at ease with storytelling within a sale. Most sellers like us have a fear associated with featuring a Sales Story to persuade Decision Makers. The fear is that a Sales Story might feel awkward. You may not know when to use one. You may feel a fear of trying out a Sales Story before you read this book, but on the pages within, Adams dispenses of this fear by directly addressing it. He then shows you just how your Sales Story will help you sell, close sales, redefine your sales and make it clear how you can respond to objections using a Sales Story. Adams really drives the value deep into this book when he shows you how to develop a really good sales story and supports that by showing you WHY you should. It will definitely help you close more sales and Adams presents this truth in a unique way the reader can understand and relate to.The experience of reading Seven Stories Every Sales Person Must Tell was just that, “an experience”. It was enjoyable, a fast and effortless read and was ram-packed with value. The stories were excellent, as you may expect from a book about stories. The balance of technical-story-development, appeals, emotional impact and the logical support we can infuse into our Sales Stories are handled as only an expert story teller would, which is exactly what this author obviously must be—an expert of the Sales Story.

Mike writes an interesting book, which is all about how to use stories in sales. Now I, as well as you, have probably used stories so what's there to learn here? Well Mike explains how different stories can be used throughout the selling / buying cycle and how to use them programmatically. His view, and I agree that if you invest in this, you will increase your win rate. The book explains (with case studies) the structure of stories, in other words what makes a great story and how as a business you should have a story library that all sales, marketing in fact all people can use as part of their sales campaigns. Well worth a read.

This book is over 300 pages and most of it is very repetitive . The whole concept of story telling in sales could be explained in less then 100 pages without a lot of reference to promote authors consultancy

Fantastic book that every sales person needs to read. Storytelling in sales in highly underrated, and you won’t see this technique in most companies. Book provides a valuable blueprint

This is an outstanding book. It solves what, for me, was a mystery as to why some people seem to be so successful in sales and explains why and how those skills can be leveraged to others. I wish I had been party to the insights in this book during my time as a “Big 4” partner in London and also more so later in my own consulting venture. Mike’s intellect,observational and analytical abilities and experience shine through. He doesn’t hold back and even better it’s an entertaining and easy read.

What was the last great presentation of facts and figures that prompted you to regale the teller with your own facts and figures? Contrast that with your own experience of your career and what has led you to be where you are today. It's stories that are stuff of life and no different for the ancient art of sales. Mr Adams' book is woven with stories that help engage your customers and even better a framework to use. Super book, thoroughly enjoyed it and a cut above the usual 'how to' of the genre.