I had the privilege recently to attend a workshop with digital storytelling guru Bobette Buster – and felt even more privileged to be in the company of a set of truly remarkable people.
When we said hello at the beginning of the day, we were all there for the same reason – to learn how to tell stories so the world listens.
But by the end of the day, we had each become our own story.
I went along because as a sales activator, I’m passionate about selling. I’m always keen to know more about the conversation journey you make when you talk to a person or group to discover how you can work together for mutual benefit.
Storytelling is a crucial part of that selling process. And what I learned all over again throughout the day was that it’s important to realise we all have a story to tell – but it’s just as important to make the world listen to that story.
If we hadn’t been asked to tell our tale, who would have guessed the stories behind these people were so extraordinary, humbling and delightful? Each one could have filled the whole day workshop.
Their storytelling was not a ceaseless gush of words or one long sentence without a full stop. Instead, it was teased out, cajoled, and gently uncovered by asking the core questions of Who? What? Where? When? How?
Without those 5 words who would have, we were sitting with a woman who had rowed single-handed across three oceans. And a young lady, who with her friend formed Pot Luck has so far worked with the residents of a homeless hostel in London to cook delicious communal ‘Beggars Banquet’ suppers to the lyrics of the Rolling Stones!
I believe successful selling is about developing great conversations between two people – and to do that you have to be interested in the other person. After all, how do you begin to know the person sitting next to you, if you don’t ask?
So here are my 5 Golden Great Sales Conversation Rules:
- Listen – give them your complete attention
- Keep an open mind
- Ask open questions
- Don’t do all the talking
- Don’t rush away
Take your time and keep in mind my 5 great sales conversation rules. Be genuinely interested. And remember, the first 60 minutes is just the start of a conversation that could and should go on for years…to everyone’s mutual benefit.