BRX Pro Tip: Add Storytelling to Your Next B2B Sales Pitch
Stone Payton : And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, I’ve said it a lot. I genuinely believe it, that B2B sales are just different. There are a lot of commonalities between all kinds of sales activity, but there are some very distinct aspects of being successful in a B2B sales environment. What have you learned over the years in terms of selling B2B?
Lee Kantor: I think that when you’re selling B2B, you really should add storytelling to the mix of how you’re doing your sales pitches. Because I think that a lot of times B2B, we think, oh, that’s boring. They just want facts, they just want numbers, they just want the dollars. And that’s not what people want. That’s not what people remember. That’s not what’s going to persuade someone to take any type of action.
Lee Kantor: So the next time you’re meeting with a prospect, highlight a customer challenge and solution that resembles a challenge that your prospect’s going through, and describe that challenge your client was having, and share how your service solved their problem and helped them get to a new level.
Lee Kantor: Focus on the emotions of the problem, not just the nuts and bolts, not just the facts. Paint a picture with your words. Don’t just throw a bunch of numbers and PowerPoint slides at somebody. Make sure your enthusiasm shines through when you’re telling those stories. Your passion and your belief should be contagious. But leverage stories to help you sell more, faster.
