BRX Pro Tip: Selling – Use the Story Structure
Stone Payton: [00:00:00] And we’re back with BRX Pro Tips. Lee Kantor and Stone Payton here with you. When it comes to the mechanics of selling, your counsel is to use a story structure. Walk us through that a little bit, if you would.
Lee Kantor: [00:00:14] Yeah, I’m a big fan of Don Miller’s story brand and just the power of storytelling as a way to communicate the value of the service to the prospect. And Pixar is a movie company that does a great job of telling stories. And I think that a lot of kind of their technique of how they tell a story is applicable to the way that we tell a story and the Business RadioX story. So, they use something. They have kind of these little hooks that you fill in the blanks after the hook, but their thing is every day, something happens, until one day, something else happened. And because of that, there was some change that happened. And then ever since then, I got some result.
Lee Kantor: [00:01:09] So, the way that that would work for Business RadioX would be every day I struggled to meet my best prospects, until one day I discovered Business RadioX. Because of that, my best prospects want to be interviewed on my show. And ever since then, my business has grown. So, that’s kind of our story, and it fits very nicely in the Pixar story model as well. But the whole thing is remembering that Business RadioX isn’t really the hero of the story. We’re the guy that helps the prospect be the hero that they want to be to solve the problem that they’re trying to accomplish. We’re just there to help them get there.
