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Seven Stories Every Salesperson Must Tell

Narrated by: Mike Adams
Length: 6 hrs and 56 mins
Categories: Business, Career Skills
4.5 out of 5 stars (8 ratings)

Non-member price: $27.79

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Publisher's Summary

Seven Stories Every Salesperson Must Tell takes you on a high-stakes sales journey, using stories to establish rapport and trust, deliver insight, inspire action, and close the deal, and in doing so win new friends and collaborators. When you share purposeful stories in your client conversations, you’ll create more new business than you thought possible.

Sharing more than 50 stories from around the world, Mike draws on his diverse international sales career to teach and demonstrate the power of storytelling - from first hello to signed contract. 

You’ll learn stories to help you: 

  • Establish rapport and trust.
  • Present challenging insights.
  • Differentiate your solution.
  • Share your company values.
  • Unstick negotiation stand-offs.
  • Create better business outcomes.

This book will change the way you think about selling. Rather than seeing your role as that of a transactional deal closer, you’ll become a story master, creating new stories for your clients.

©2018 Mike Adams (P)2018 Mike Adams

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Story Selling

Mike Adams, the Tasmanian author of Seven Stories Every Salesperson Must Tell, has deep and broad experience working in the Australian professional B2B market (as well as overseas). For this reason, his stories resonated with me and he articulates his message in a clear, concise, logical and compelling manner.
Throughout Millenia, communities have used stories to teach and communicate salient information about time, place and circumstance. The author asserts that our brains are wired to accept information in this way and that stories are the most powerful way to communicate with and influence a buyer.
Mike breaks breaks the methodology into 3 parts:
1. Stories to Connect
a) Personal story
b) Key Staff/Person story
c) Company Creation story
2. Stories to Differentiate
a) Insight Story
b) Success Story
3. Land Stories
a) Value Story
b) Teaching Stories
I would recommend this book to anyone within your company who is “Client Facing” and is seeking to improve their interactions with customers.
I would also recommend this book to anyone who is seeking to influence...which is just about everyone at some time or another.

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    5 out of 5 stars

Wonderful content, wonderfully told !

I loved this book, and I still dip back into it, referring to tips and approaches, to help me build my sales stories. I am in a new industry, starting fresh which would have been completely daunting had I not had Mike's road map. Mike' spoken delivery is excellent. Thanks!

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Great guidance on the value of storytelling in Sales

I took a lot of value from the book, it changed my perspective on using stories in business. Since listening to Mike’s performance, I have a far greater appreciation of how stories can play a role in each stage of the sales process. Mike educates on the importance of gathering the stories from the key people in your business, recording them ready to share with clients in a structured framework.
Whatever you sell or sales process you follow, storytelling can help add value to your client and ultimately win their business. Mike does a wonderful job leaving you with a greater appreciation of the power of storytelling in sales.

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  • PowerSeller_10
  • 26-07-2019

Leaves me wanting

I am three hours in and true to expectation he has a very luring introduction. In fact the principles he teaches are exactly what I’ve been searching for for years. The problem is that I’m three hours into the book and i’m still waiting for help on how to build my own stories. The only way I know how to take action on his recommendations is to pay for his full course. That’s disappointing.

1 of 1 people found this review helpful