Telling a Story to Your Prospect

Have you ever had a difficult time getting someone to listen to your message on the phone? There are so many tips, tricks, and tactics to make your message more interesting with the hopes that your prospect will tune in, but we often overlook them. One tactic in particular is telling a story; it allows us that additional time to capture the prospect's attention.

When a prospect asks you a rather straightforward question, it gives you the opportunity to tell a related story. Saying, “Well it’s actually an interesting story,” or “I’ll share the story of that with you…” You have automatically captured their attention and now the prospect is interested in what you are saying. At best it will be an interesting story in some way applicable to their business.

This tactic is helpful because the prospect’s mind is telling them to listen to our story. Stories are not threatening, and don't make the prospect feel like you're being "salesy" or "pitchy." It makes the sales call a peer to peer call by humanizing the relationship we have built when we share our personal business stories.

How do you weave a story into your call?

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