Facts Tell and Stories Sell

Send us Fan Mail[00:00:00] Welcome to the Successful Life Podcast. I am your host, Corey Berrier. And today, folks, we're gonna be talking about active listening, and we're gonna be talking about how facts tell and story sale. So first I'm gonna tell you about a absolutely. Amazing time that we had last night. We went to see Ali Sadiq, which is a comedian, and this guy to, he had me rolling. [00:00:27] I laughed so hard. I was crying. I was almost embarrassed. I was crying so hard, and so I just, I didn't really know a ton about the guy. I didn't really know what to expect. But man, I've seen Chris Rock. I've seen Dave Chappelle like this dude. Was incredible. He was the funniest dude I've ever seen. [00:00:51] So facts tell and stories sell. So let me explain what I mean by that. If you go into a house or your guys are going into a house and they're telling the customer, About how great the hot water heater is and where it was made, and all the components in it, or the HVAC system or whatever it is you sell. [00:01:20] People don't want to hear that. They do not care about the facts. They don't care about the product benefits and features. What they do care about is you telling them a story. People want to be entertained even if you're selling an HVAC system, right? It look, at the end of the day, if you can tell a story and that customer can see themselves inside of that story, they're gonna buy from you. [00:01:54] It makes you relatable, it makes you engaging. and look, storytelling is not something that comes supernatural to a lot of people. It didn't come natural to me, I promise. I've just done it so long that it has become a part of my life. And so if you think to yourself, well, Corey, I don't have stories to tell people, borrow stories, if you're brand new, if you're just a new technician out in the. And you don't have stories. Borrow one of your fellow [00:02:26] employee stories and you can tell the story of the you could tell the same story that your employee, that your fellow employee has. You don't have to say it's your story, but just use the story. [00:02:40] And so the reason this is important is because if you so think about this, if I give. a whole bunch of information. I'm talking about the facts the benefits and features here. If I give you a whole bunch of information that you don't care about you're going to take an average sum of all of those things that I told you, right? [00:02:57] And so if you add in five things you don't care about and two things you do care about, , well, you've gotta divide that amongst, you know, it's seven items, right? So I'm just using that as a number. I should have used something a little bit closer to round number. But the point is like your brain has to fight to pay attention, right? [00:03:16] If you're telling me stuff I don't care about, I gotta fight hard to pay attention to you, and that's the last spot you want to be. When you're on a sales call, you don't want the person that you're talking to. To have to fight to understand what you're saying. And you don't want them to have to fight to get the information out of you because if you hit them with a bunch of benefits and features or 700 options, people shut down. [00:03:47] People. People shut down. I shut down. You shut down. I promise you if you just pay attention to this and pay attention the next time. , you're in a house or in your guys are in a house and just like it really makes a big difference if you just pay attention to this stuff. And so again, you don't wanna make the customer have to fight to understand what you're saying. [00:04:16] So if you've got kids, and you probably do think about this, when your kid was five or six or even 10 years old, for that matter. Kids include every single detail about whatever happened, right? And you're like, dude, just get to the point. And it was a story about them skinning their knee, but it took 45 minutes to get thttps:newpathemployment.com  https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflowhttps://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1 https://www.linkedin.com/in/coreysalescoach/