Inside salespeople love facts. Product features. Case studies. ROI numbers.
Your prospects? They remember stories.
Think about the last presentation you sat through. Chances are you don’t remember the third bullet point on slide seven. You probably remember the story about the customer who struggled, found a solution, and what they felt when they achieved the result they wanted.
Stories create emotional connections. They help prospects see themselves in the conversation. Instead of hearing what your product does, they experience what it could do for them.
When you’re talking with a prospect, don’t tell them your solution saves time. Tell them about the operations manager who was working late almost every night until your solution gave her back six and a half hours a week.
That’s relatable. That’s memorable. That’s persuasive.
Facts tell. Stories sell.
The next time you’re preparing for a call, gather relevant stories as well as information.
When prospects can see themselves in the outcome, the conversation changes and so will your results.