Are Your Salespeople Telling Stories

My most recent Baseline Selling Tip is about the power of telling stories. I'm a story-telling advocate but as you will read in the tip, only to help prospects and customers get the point that you need to make. Stories are less threatening than facts. When you get your salespeople using stories effectively, they'll get more prospects to understand your value proposition. But watch out for the salespeople who are too eager to tell their stories. Make sure that they don't start making stuff up!

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