DURATION

1 – Day ILT Workshop; One or Two 4-hour VILT Workshops

FOR WHO

Sales Professionals

FORMAT

VILT, Instructor-led

Use Storytelling to Advance the Sale

As a sales professional, using stories fosters dialogues that ultimately inspire and motivate customers to take action. Building storytelling skills helps sales professionals create momentum that leads to identifying and closing more opportunities. Implementing both a process and the skills needed to tell an effective story will enable your sales organization to overcome the status quo, make emotional connections, and highlight important issues.

Storytelling Training Program Brochure

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At-A-Glance

3M+

Individuals Trained

130

Global Certified Facilitators

3,500

Virtual Sessions Completed in Past 6 Months

4.7

Average Facilitator Score out of 5

Richardson Sales Performance’s Storytelling Training Program

The Storytelling training program is an instructor-led program that enables your sales professionals with the process and skills to tell a great story that will lead to more closed business. In the program, we provide participants with a storytelling framework that helps them to craft the setup, conflict, turning point, and resolution of a story. In addition to the framework, the storytelling for sales professionals program focuses on two areas: how to build a great story and how to tell a great story.

As a result of participating in this workshop, your sales organization will be able to:

  • Apply techniques for delivering a customer-centric story in an engaging and animated way
  • Identify opportunities to use stories when selling to foster dialogue, encourage customers to think in new ways, and motivate them to take action
  • Describe the elements of an effective story and use those elements to structure a story that is relevant, memorable, and emotionally compelling
  • Walk away with stories you can use at multiple points in the sales process to build your credibility, raise and explore issues with customers, differentiate your organization from the competition, and demonstrate value

Key Areas Of Content:

In this program, we teach sales professionals how to identify opportunities to create and communicate a narrative when sharing information with a customer to make it personally meaningful, interesting, and memorable.

We teach sales professionals four key elements of a story that help them to structure a story that is relevant, memorable, and emotionally compelling.

We equip your sales professionals with the additional elements of a story that helps bring the story to life, and the skills needed to tell the story in a compelling way.

Our content is grounded in behavioral science. The focus on behavioral science across our program matters because we know that buyers make decisions based on both logic and emotion, an important and often overlooked component in both buying and selling. In fact, the emotional component of buying overrides the logical one. Sales professionals familiar with behavioral science concepts improve their ability to connect with customers because they have a greater understanding of their customer’s biases and their own. This helps them to more objectively evaluate opportunities and challenges, avoid aggressive behaviors, and reach their goals.