The Shortest Distance Between You and Your Customer is a Good Story!

StoryTelling is an ancient art...Parables from the bible are stories written to teach lessons! Great salespeople use the art of storytelling in their presentation. Personal witness not only engages a client, but breaks down barriers, gives them an opportunity to respond with a story triggered from your story, and builds credibility! Adding humor to your story, spawns laughter which helps to release any anxiety or tensions your client may be experiencing, just because they are not comfortable with the buy/sell experience! Do you practice story telling in your presentation and conversations with your potential clients? If so, what are some types of stories that you consider to be not only engaging, but beneficial providing a positive outcome in your communications with prospective buyers?

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Permalink Reply by Craig Lockerd on February 21, 2011 at 5:38pm

OHHHHHHH>>>>>>>>>YESSSSSSS!!!!!!!!!!

NANCY SIMMONS said:

Painting a Picture allows the buyer to envision his new life with his new wheels...How will it feel driving this sporty Corvette down the road with my girl? What will the other moms at school think when I drive up to soccer in my new Crossover? How will I feel driving this convertible in the summer months with the sun shining and wind blowing through my hair? Mentally, they take ownership and fall in love on the demo ride before negotiations begin!

Craig Lockerd said:
I don't think is really "storytelling" but rather "painting pictures" perhaps.It's been around for years and go ahead and call it old school...I really could care less because it works and people,respond well to this ,always have,always will. Makes me crazy when I see or hear of salespeople switching places with the client on the demo drive at a K-Mart parking lot....

The manufacturer spend billions of dollars painting pictures of their product with great backdrops ,mountains,lakes,beautiful buildings etc that silhouette the vehicle and show it in it's best light as it were.What do we do,change drivers at K-mart with the mall behind the car....not good.....

How about salesperson drives the car,picks a beauitful spot to change drivers,gets out of the car,walks away from the car,leaving the client still in the passenger seat.Salesperson looking at the car with pleasing scenery behind it,client will get out,walk over to salesperson and ask something like" Everything ok,what are you looking at?" salesperson answer "Just admiring how nice the lines of the car you picked are,by the way,where will you be taking your new car on your first vacation?"

Where is the client now in his or her mind?......In what?.....Is there anything bad about putting the client in that 'state?"

Permalink Reply by Ryan Mills on February 24, 2011 at 4:33pm

When in the finance office I used this story (true) about Gap coverage.

I had a nice young couple who had totalled out thier Focus just 3 years old (very bad accident,but the wife was safe). They had limited credit so thay had to get the base model. Now that they had 3 years of good payment history, they figured they would upgrade to a nicer car. Unfortunately they didnt have gap coverage on the totalled vehicle therefore they were upside down and could only get another base focus with the higher rebate. Discouraged but needing wheels they signed out on the vehicle, this time purchasing Gap. I saw them back in the dealership a couple years later. And, you guessed it, they slid off the road and got broadsided (another bad accident, but luckily the car saved her life). I recalled the Gap coverage & said well now you can get any vehicle you want, they said that Focus saved my wifes life twice, we'll take another one. This one we'll get loaded up!

This was a testament to the safety of the Ford Focus, and the importance of gap coverage. And a true story to boot!

Permalink Reply by NANCY SIMMONS on February 25, 2011 at 9:40am

Awesome story, Ryan!!!! Thanks so much for sharing it!!!!

Ryan Mills said:

When in the finance office I used this story (true) about Gap coverage.

I had a nice young couple who had totalled out thier Focus just 3 years old (very bad accident,but the wife was safe). They had limited credit so thay had to get the base model. Now that they had 3 years of good payment history, they figured they would upgrade to a nicer car. Unfortunately they didnt have gap coverage on the totalled vehicle therefore they were upside down and could only get another base focus with the higher rebate. Discouraged but needing wheels they signed out on the vehicle, this time purchasing Gap. I saw them back in the dealership a couple years later. And, you guessed it, they slid off the road and got broadsided (another bad accident, but luckily the car saved her life). I recalled the Gap coverage & said well now you can get any vehicle you want, they said that Focus saved my wifes life twice, we'll take another one. This one we'll get loaded up!

This was a testament to the safety of the Ford Focus, and the importance of gap coverage. And a true story to boot!

Permalink Reply by Rick Bryant on February 27, 2011 at 9:50am

The very best story teller was Jesus, I just love reading his parables, his example will also work with customers, know what point you are trying to make and focus your story where the only answer to your story is the point you are trying to make, You must make it real and honestly believe it as customers can see as well as smell BS from a mile away

Permalink Reply by NANCY SIMMONS on February 28, 2011 at 2:13pm

I am with you Rick! Great comment!

Rick Bryant said:

The very best story teller was Jesus, I just love reading his parables, his example will also work with customers, know what point you are trying to make and focus your story where the only answer to your story is the point you are trying to make, You must make it real and honestly believe it as customers can see as well as smell BS from a mile away