Sales Reinvented

Why is emotional context an important aspect of a story? A prospect needs to feel like they identify with a character in your story. If they’re able to see themselves in the context of the story, it can deepen their investment in your conversation. So how do you craft stories that are compelling, where a buyer can feel emotionally invested? Dan Seidman shares his strategy in this episode of Sales Reinvented.  Outline of This Episode [1:01] Create emotional context for the buyer [2:35] Dan’s two models for storytelling [5:10] What makes salespeople great storytellers? [6:28] Two books that Dan recommends [7:26] Dan’s storytelling dos and don’ts [10:25] First impressions are everything [12:56] Dan’s “confession sessions” Create emotional context for the buyer When you share a story, you create an emotional context for the buyer. But if you can get buyers to go into the story, it deepens their emotional investment in the conversation. Dan was on a ride-along with a BCBS sales rep. They were talking to an owner