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Sell with a Story
Author: Paul Smith
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814437125
Pages: 304
Year: 2016-09-08
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Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made. Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. In Sell with a Story, he identifies the ingredients of the most effective sales stories and reveals how to: Select the right story Craft a compelling and memorable narrative Incorporate challenge, conflict, and resolution Use stories to introduce yourself, build rapport, address objections, add value, bring data to life, create a sense of urgency, and more Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and other top companies, this powerful and practical guide gives you the tools you need to turn your experiences into stories that sell.
Sell with a Story
Author: Paul Smith
Publisher: Amacom
ISBN: 0814437117
Pages: 304
Year: 2016-08-24
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"Storytelling expert Paul Smith helps salespeople add this potent tool to their toolkit, and get dramatically better results. Based on interviews with sales and procurement professionals at more than 50 top companies, including Microsoft, Costco, Xerox, Abercrombie & Fitch, and Hewlett Packard, Sell with a Story explains how stories work, when to use a story to move the sales process along, which ones to always have handy, and how to turn real-life experiences into stories that resonate"--
Lead with a Story
Author: Paul Smith
Publisher: AMACOM
ISBN: 0814420311
Pages: 288
Year: 2012-08-31
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Read: 286
Storytelling has come of age in the business world. Today, many of the most successful companies use storytelling as a leadership tool. At Nike, all senior executives are designated "corporate storytellers." 3M banned bullet points years ago and replaced them with a process of writing "strategic narratives." Procter Gamble hired Hollywood directors to teach its executives storytelling techniques. Some forward-thinking business schools have even added storytelling courses to their management curriculum. The reason for this is simple: Stories have the ability to engage an audience the way logic and bullet points alone never could. Whether you are trying to communicate a vision, sell an idea, or inspire commitment, storytelling is a powerful business tool that can mean the difference between mediocre results and phenomenal success. Lead with a Story contains both ready-to-use stories and how-to guidance for readers looking to craft their own. Designed for a wide variety of business challenges, the book shows how narrative can help: * Define culture and values * Engender creativity and innovation * Foster collaboration and build relationships * Provide coaching and feedback * Lead change * And more Whether in a speech or a memo, communicated to one person or a thousand, storytelling is an essential skill for success. Complete with examples from companies like Kellogg's, Merrill-Lynch, Procter Gamble, National Car Rental, Wal-Mart, Pizza Hut, and more, this practical resource gives readers the guidance they need to deliver stories to stunning effect.
Building a StoryBrand
Author: Donald Miller
Publisher: HarperCollins Leadership
ISBN: 0718033337
Pages: 240
Year: 2017-10-10
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New York Times bestselling author Donald Miller uses the seven universal elements of powerful stories to teach readers how to dramatically improve how they connect with customers and grow their businesses. Donald Miller’s StoryBrand process is a proven solution to the struggle business leaders face when talking about their businesses. This revolutionary method for connecting with customers provides readers with the ultimate competitive advantage, revealing the secret for helping their customers understand the compelling benefits of using their products, ideas, or services. Building a StoryBrand does this by teaching readers the seven universal story points all humans respond to; the real reason customers make purchases; how to simplify a brand message so people understand it; and how to create the most effective messaging for websites, brochures, and social media. Whether you are the marketing director of a multibillion dollar company, the owner of a small business, a politician running for office, or the lead singer of a rock band, Building a StoryBrand will forever transform the way you talk about who you are, what you do, and the unique value you bring to your customers.
Selling Your Story in 60 Seconds
Author: Michael Hauge
Publisher:
ISBN: 1615932038
Pages: 216
Year: 2014-04-01
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From the author of ""Screenplays That Sell"" comes his newest book that reveals a one-minute technique for getting one's screenplay or novel read by the major powers of Hollywood.
Story-Based Selling
Author: Jeff Bloomfield
Publisher: BookBaby
ISBN: 1590792637
Pages: 160
Year: 2014-06-03
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As a founder of a successful organization that trains and develops sales professionals, Jeff Bloomfield has given a lot of thought to why customers say “yes.” In Story-Based Selling: Create, Connect, and Close, Mr. Bloomfield says it’s really no mystery. People buy from people they trust. They trust people they like, and they like people they connect to. And he believes that storytelling is the best way for salespeople—and all of us—to immediately connect to a customer’s feelings of trust and liking. He thinks teaching sales professionals to close a deal by presenting their product, probing its mutual benefits, and overcoming the customer’s objections and skepticism, is a waste of time. Instead, he urges them to tell a great story. Mr. Bloomfield calls upon the latest research in neuroscience to explain the process of communication. The truth is that during the salesperson’s engagement with clients, people quickly base their decisions on how they feel, not the way they think, so trying to persuade someone by first imparting lifeless facts and figures is self-defeating. In fact, this information goes right to an area of the listener’s brain (the left brain) that drives doubt and skepticism. To make a deal we need to connect with the parts of the customer’s brain that inspire emotions of trust and empathy. By telling a story, we can immediately connect to these good “gut” feelings and drive away the client’s fear of “being sold. Mr. Bloomfield tells his own engaging stories while teaching step-by-step techniques of intentional storytelling—to create a fast connection with the listener, no matter who is buying or what a person wants to sell.
Parenting with a Story
Author: Paul Smith
Publisher: AMACOM
ISBN: 0814433588
Pages: 272
Year: 2014-11-12
View: 185
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Tell a young person what to do-play fair, be yourself, stick to the task at hand-and most will tune you out. But show them how choices and consequences play out in the real world, with real people, and the impact will be far more profound. Parenting with a Story gathers 101 narratives from people around the world and from all walks of life, reflecting unexpected moments of clarity about who they are and how they should treat others. The lessons illuminate the power of character-integrity, curiosity, creativity, grit, kindness, patience, gratitude, and more-to prepare us for anything. Sometimes heart-wrenching, sometimes funny, always compelling, these stories impart wisdom and help steer choices about: Resisting peer pressure * Remaining open-minded * Being humble * Making courageous decisions * Standing by their word * Bouncing back from failure * Showing compassion * Picking friends wisely * And more Stories help shape who we are and who we aspire to become. Share these, discuss them, and watch your child grow into the adult you'll be proud of. Free companion discussion guide on the author's site: Lead with a Story
Sell Your Story in A Single Sentence: Advice from the Front Lines of Hollywood
Author: Lane Shefter Bishop
Publisher: The Countryman Press
ISBN: 1581575106
Pages: 240
Year: 2016-05-10
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Read: 158
Every writing project has one thing in common—they all start with a single sentence. Writers constantly struggle to answer this question: What is your story about? Finally, a guide by a leading Hollywood insider who actually knows the answer—and now she shows you how to do it yourself! Lane Shefter Bishop, CEO of Vast Entertainment, explains the key to selling your screenplay, novel, or script. This comprehensive guide to opening career doors is the first of its kind, highlighting the tips and techniques for making your story stand out. From tips on character development to hints on points to avoid, Bishop covers all your bases when selling your story.
Sell Your Story to Hollywood
Author: Kenneth Atchity
Publisher: Story Merchant Books
ISBN: 0996990879
Pages:
Year: 2016-10-01
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This little book aims to help you figure out how to get your story told on big screens or small. It offers nearly thirty years of observation of how things happen in the business of entertainment. Dr. Ken Atchity's Hollywood experience ranges from writing to managing to producing; he's seen Hollywood from nearly every angle.
The Story of Ferdinand
Author: Munro Leaf
Publisher: Penguin
ISBN: 0451479025
Pages: 72
Year: 1977-06-30
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A true classic with a timeless message! All the other bulls run, jump, and butt their heads together in fights. Ferdinand, on the other hand, would rather sit and smell the flowers. So what will happen when Ferdinand is picked for the bullfights in Madrid? The Story of Ferdinand has inspired, enchanted, and provoked readers ever since it was first published in 1936 for its message of nonviolence and pacifism. In WWII times, Adolf Hitler ordered the book burned in Nazi Germany, while Joseph Stalin, the leader of the Soviet Union, granted it privileged status as the only non-communist children's book allowed in Poland. The preeminent leader of Indian nationalism and civil rights, Mahatma Gandhi—whose nonviolent and pacifistic practices went on to inspire Civil Rights leader Martin Luther King, Jr.—even called it his favorite book. The story was adapted by Walt Disney into a short animated film entitled Ferdinand the Bull in 1938. Ferdinand the Bull won the 1938 Academy Award for Best Short Subject (Cartoons).
Tell to Win
Author: Peter Guber
Publisher: Crown Business
ISBN: 0307587975
Pages: 272
Year: 2011-03-01
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Today everyone – whether they know it or not – is in the emotional transportation business. More and more, success is won by creating compelling stories that have the power to move partners, shareholders, customers, and employees to action. Simply put, if you can’t tell it, you can’t sell it. And this book tells you how to do both. Historically, stories have always been igniters of action, moving people to do things. But only recently has it become clear that purposeful stories – those created with a specific mission in mind – are absolutely essential in persuading others to support a vision, dream or cause. Peter Guber, whose executive and entrepreneurial accomplishments have made him a success in multiple industries, has long relied on purposeful story telling to motivate, win over, shape, engage and sell. Indeed, what began as knack for telling stories as an entertainment industry executive has, through years of perspiration and inspiration, evolved into a set of principles that anyone can use to achieve their goals. In Tell to Win, Guber shows how to move beyond soulless Power Point slides, facts, and figures to create purposeful stories that can serve as powerful calls to action. Among his techniques: *Capture your audience’s attention first, fast and foremost *Motivate your listeners by demonstrating authenticity *Build your tell around “what’s in it for them” *Change passive listeners into active participants *Use “state-of-the-heart” technology online and offline to make sure audience commitment remains strong To validate the power of telling purposeful stories, Guber includes in this book a remarkably diverse number of “voices” – master tellers with whom he’s shared experiences. They include YouTube founder Chad Hurley, NBA champion Pat Riley, clothing designer Normal Kamali, “Mission to Mars” scientist Gentry Lee, Under Armour CEO Kevin Plank, former South African president Nelson Mandela, magician David Copperfield, film director Steven Spielberg, novelist Nora Roberts, rock legend Gene Simmons, and physician and author Deepak Chopra. After listening to this extraordinary mix of voices, you’ll know how to craft, deliver -- and own – a story that is truly compelling, one capable of turning others into viral advocates for your goal. From the Hardcover edition.
A Book Inside
Author: Carol Denbow
Publisher: Carol Denbow
ISBN: 0615199240
Pages: 104
Year: 2008-01-01
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This easy-to-read, follow and comprehend book takes the reader through a step-by-step process never previously compiled into one book alone. A short, 128 page ¿writer¿s dream book¿ with up-to-date resources and endless confidence building knowledge explores the traditional, self-publishing and print-on-demand options available to every author as well as numerous unique and proven methods to sell their book.
Thirteen Reasons Why
Author: Jay Asher
Publisher: Penguin
ISBN: 1595147888
Pages: 352
Year: 2016-12-27
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Includes an introduction by the author, alternate ending, early notes and ideas, deleted scenes, discussion guide, and town map on reverse side of jacket.
Duct Tape Selling
Author: John Jantsch
Publisher: Penguin
ISBN: 1101619929
Pages: 256
Year: 2014-05-15
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Many of the areas that salespeople struggle with these days have long been the domain of marketers, according to bestselling author John Jantsch. The traditional business model dictates that marketers own the message while sellers own the relationships. But now, Jantsch flips the usual sales approach on its head. It’s no longer enough to view a salesperson’s job as closing. Today’s superstars must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise. In Duct Tape Selling, Jantsch shows how to tackle a changing sales environment, whether you’re an individual or charged with leading a sales team. You will learn to think like a marketer as you: Create an expert platform Become an authority in your field Mine networks to create critical relationships within your company and among your clients Build and utilize your Sales Hourglass Finish the sale and stay connected Make referrals an automatic part of your process As Jantsch writes: “Most people already know that the days of knocking on doors and hard-selling are over. But as I travel around the world speaking to groups of business owners, marketers, and sales professionals, the number one question I’m asked is, ‘What do we do now?’ “I’ve written this book specifically to answer that question. At the heart of it, marketing and sales have become activities that no longer simply support each other so much as feed off of each other’s activity. Sales professionals must think and act like marketers in order to completely reframe their role in the mind of the customer.”
Don't Sell Me, Tell Me
Author: Greg Koorhan
Publisher:
ISBN: 069274827X
Pages: 156
Year: 2016-07-07
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Do you want to stand out from a sea of competitors, and not just sound like everyone else? Do you want to attract more profitable customers - automatically? Are you struggling to create a memorable marketing message? Or are you tired of being the 'best kept secret' in your market? Business owners and entrepreneurs - you need to read Don't Sell Me, Tell Me - as soon as possible! In this book you'll learn how to use storytelling techniques to build trust with your ideal audience, engage hungry buyers and banish mediocre marketing forever. You cannot underestimate the power of a good story. Learn how to apply the fundamentals of storytelling to your business and you can uplift, inspire and connect to the hearts of your audience. You can move them to tears, to laughter, and most important, you can move them to action! Packed with advice you can put to use right away, you'll learn how to keep your audience eager and ready to hear from you. What pragmatic and actionable tactics will you learn? How to quickly communicate your unique value. The secret to connecting with the emotions of your desired audience. The foolproof method for standing apart from your competition. The most common marketing mistakes even smart business owners make and how to avoid them. The singular best way to create an authentic, consistent brand. Also the following insights: The 4 critical elements you must have in place to keep your audience engaged. Six different ways you can use stories in your business. A step-by-step guide for finding your most powerful brand voice. How to structure a story so that your audience feels compelled to listen. PLUS, examples to jumpstart the process! Here's what this book ISN'T: this isn't about picking new colors, redesigning your logo or developing your website. This is about building a consistent, unique and authentic brand that attracts your most profitable customers. How will your business improve? Follow a process only a few LEADERS in their markets have figured out Get KNOWN for your unique value Create content your audience LIKES and shares Build - or rebuild - TRUST in your brand Gather a loyal group of fans eager to BUY from you Implement these techniques and watch your profits skyrocket. Learn how to tell a better story and connect with a loyal audience by scrolling up and clicking the BUY NOW button at the top of this page!