Sample Talks
"Crafting Connections: How to Tell Stories That Seal the Deal in Sales"
SUMMARY: The world's greatest sales professionals are master storytellers. They know how to create a personal connection with the target audience by listening closely and arousing them emotionally; which gets prospects to trust them, to open up and to disclose what kind of problem they are having that the salesperson’s business can fix for them. If you don't know how to deliver a story with charisma, captivation and clout, you're going to struggle to come across other than as someone who is too eager to befriend your prospect. Michael Barris talks about how sales champs do it - and what the rest of the pack stand to lose if they don't follow suit. This highly interactive presentation, which includes group story composition and delivery work as well as individual feedback from Michael, is designed primarily as a breakout session.
OUTCOMES: By the conclusion of this talk, attendees will:
- Develop stories to achieve several different goals, including gaining trust, establishing authority, promoting the credibility of staff and leaders, and closing deals.
- Learn storytelling techniques they can use to arouse prospects emotionally so the prospect feels inspired to reciprocate with their own narrative, paving the way for a meaningful sales conversation and a conversion.
- Receive group and individual feedback on how to deliver stories to create personal connections and conversions.
“8 Steps to Connecting Through Business Storytelling”
SUMMARY: Plenty has been written on why it’s important to use stories in sales. Our brains process the sequential relating of facts and figures differently than a non-sequential presentation of the same items. That’s why facts delivered in story form tend to be remembered best. But research shows that when you don't know how to DELIVER stories effectively to create a personal connection with buyers, you fail to appeal to most of them, since they are more likely to choose salespeople who actively develop rapport than those who don’t. In this highly interactive breakout session, Michael Barris looks at 8 things sales professionals must do to tell a story like the leaders of the field to strengthen connections and increase revenue. Includes opportunities for individual feedback and group work to practice applying the 8 steps in simulated conversations with prospects.
OUTCOMES: By the conclusion of this presentation, attendees will learn:
- The 8 steps to create connections through storytelling
- How to adjust tonality to fit the prospect's changing mood and manage situational factors, such as time constraints, outside noise, and unexpected developments that can affect the mood of the room
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How to emotionally warm up the prospect to avoid
- being seen as trying to befriend them too early
- getting stonewalled by communication differences
- being hindered by age differences
- coming off as too pushy
“Small Talk: Paving the Way for Storytelling in Sales”
SUMMARY: It’s your best friend in sales next to your storytelling skills: small talk. If you don’t increase the energy and interactivity of a prospect by warming them up with a bit of preliminary chat, even the world's greatest stories won’t be as effective at motivating potential buyers to:
- Reciprocate with a narrative of their own
- Chat meaningfully about how you can help fix their problems with your business
- Schedule a call with you
- Close a deal
In this breakout, Michael Barris shares his tips for creating a meaningful preliminary dialogue that gets the prospect’s trust and clears the way for a more serious conversation and a conversion. Attendees will have the opportunity to create their own personal small-talk guide for warming up prospects.
OUTCOMES: By the conclusion of this session, attendees will know how to:
- Research the prospect's background to set the stage for conversation
- Use a warm, inviting vocal tone that shows interest in the prospect and promotes dialogue
- Chat about commonalities with the prospect to create bonding
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Employ psychology, listening skills, and empathy to get the other party to share a story