I posted a book list a few weeks ago HERE. I have had this one on my kindle for a while: Don’t Sell Me, Tell Me by Greg Koorhan. Basically, tell an engaging story about your company and product in order to brand it.
For word of mouth to work effectively, the story has to be concise and memorable to be repeatable.
Acronyms, tech terms and other useless jargon get in the way of explaining your services and the value your company provides.
It isn’t about pushing product on people like fries from McD’s. It is about explaining the benefit that a business gets from your services.
Over 2000 providers offer UCaaS in the US: Why your company over any of the big name brands? Have a really good story about the impact your provide to your customers.
“Studies show that we are wired to remember stories much more than data, facts, and figures. However, when data and stories are used together, audiences are moved both emotionally and intellectually.”
“If you want to rebuild trust and connect with your audience in a meaningful, lasting way, you need to stop saying the same things everyone else is saying. Stop sounding like everyone else and tell your own, unique story.”
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During training, one thing I repeat is to ask an unusual question. Ask something different that gets the person to pause.
Sales is emotional. It is the transfer of enthusiasm from the salesperson to the prospect. It is also the prospect realizing that there was an emotive response to the story about the service or company.