Archive for the ‘Selling’ Category

Improve sales performance with Storytelling for Sales

Posted by  Shawn Callahan —December 2, 2014
Filed in Business storytelling, Selling

In 1988 I joined the database software company Oracle Systems. I worked in the Canberra sales team, where my job was to demonstrate the technical capabilities of the software to clients. One day the national sales manager arrived unannounced from Sydney and told us that he wasn’t happy with our progress. He gathered us in […]

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People buy from people they like

Posted by  Shawn Callahan —January 31, 2013
Filed in Selling

People buy from people they like and people buy from people like them. This was brought home again to me last week when an email turned up out of the blue that started; “It came as a surprise, on checking out your website, to discover you have not one bona fide storyteller among the names […]

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Context is king

Posted by  Shawn Callahan —September 10, 2008
Filed in Culture, Selling

In case there are still people out there who believe we act as rational decision makers, take this scenario. You’re in a shop to buy a new ipod and you hear from a friend that two blocks down the street you can get the same one $50 cheaper. Do you go? Yes. Of course. It’s […]

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Using storytelling in sales

Posted by  Shawn Callahan —July 24, 2006
Filed in Selling

Ford Harding has written two useful articles on using anecdotes to overcome common selling challenges. In Harding case he’s focussed on professional firms but the suggestions hold true for anyone wishing to improve their sales. The first article describes some ways to use anecdote in a sales environment. Here are the article headings. Create Tangible Value Demonstrate The Value […]

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