Grow your Sales Through Discovery and Sharing Success Stories

A wise sales guru once told me, “Sales is the process of asking the right questions and sharing the appropriate stories until you and the client naturally come to agreement on a mutually beneficial solution.”

Simple and elegant advice from a Fortune 500 executive who has worked with some of the world’s largest companies, delivering hundreds of millions of dollars in sales.


We’ve all been to training where we’ve learned how to “open the sales”, “smoke out” or “overcome” objections, use “assumptive, either/or or value added close” techniques.

Sometimes these techniques work, but do they feel natural? Honest? Genuine?

Over the course of my sales career, working with hundreds of sales professionals and sales managers, I’ve witnessed thousands of sales calls.

Looking back, the best sales calls and the strongest business relationships were built by sales people who focused on understanding clients real needs and shared stories to illustrate the value of their product, company and service.

Just like any relationship, having a genuine interest in a prospective business partner is the first step to success. The second step is to share examples of your success that are relevant to what you just heard.

No one wants to listen to your well scripted list of features and benefits, especially if they don’t relate to the clients real challenges.

The real opportunity to is to focus on how you can help serve the customer. The best way you can demonstrate this ability is by actively listening and sharing stories of how you and your company have helped others achieve their business goals.


9 Dimensions + 315 Point Scorecard

Discover New Opportunities to Maximize Your Marketing ROI in 15 Minutes or Less


Resources Hide Me

4 Simple Steps to Maximize Your Marketing & Supercharge Your Sales Pipeline

See how fast-growing manufacturers are driving profits by closing the loop between marketing & sales

Watch the Training

Latest Posts
flying drone
What You Can Learn from Continuous Innovators Like Amazon
“Life is what happens while we are busy making other plans.” It’s ...
Skyscraper Being Built
If It Ain’t Broke…Build on Your Sales Process
Don’t Wait for a Problem to Track, Manage and Optimize Your Sales ...
Fortune Favors the Bold (and Strategic): With a Focus on Customer Lifetime Value, a Little Courage Can Go a Long Way
“Why does nothing exciting ever happen for me?” lamented the couch potato. ...
How to Stack the Odds In Your Favor with Rapid Decision-Making - Man at Poker Table with Chips
The House Always Wins: How to Stack the Odds In Your Favor with Rapid Decision-Making
Whenever somebody I know comes back from a casino, they often report ...
marketing automation - whiteboard with workflow
Marketing Automation Isn’t an Automatic Success
A Little Bit of Legwork Goes a Long Way to Help You ...
Soft Skills for Hard Times – Your Team Needs These Top 3 Intangibles More Than Ever
They call them “soft” skills. But I’m not sure how apt that ...
Lights, Camera, Satisfaction! 6 Steps to Get Great Results in Video Marketing
Hi there! Glad you took a break from the video you were ...
Paying @ttention to Customers: 3 Simple Ways to WOW Them with Social Media Customer Service
The drive-through gives you a chalupa when you order tacos. The retailer ...
sales - shaking hands
What’s in Your Sales K.I.T.?
Keep In Touch -- Because Sales Follow Up and Lead Nurturing Are ...
How to Supercharge Your Marketing in Less Time with Better Results
As a savvy small business owner, you know that there are times ...