from my email:
Daily Sales Tip: Focus on Stories, Not Statistics
Stories make your points memorable during sales meetings with senior executives.
Data are for the middle managers. Statistics and charts support your key points and give you credibility -- but they do not stay in the mind. If they did, every commercial you hear or see would be announcers reading test results and survey data.
Make your points about the solutions you're selling with well-chosen business stories from client organizations. Reduce the case histories to the pertinent details -- sound bites that they can then convey to their advisors in later meetings when they're retelling your story.
Source: Sales trainer Dianna Booher, CEO of Booher Consultants
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