The Best Thing Since Sliced Bread!
People always listen to stories with greater interest than they do facts.
Make a list of the top 20 reasons why your business is the best thing since sliced bread then share those in stories.
Tell stories at your sales presentations and you will keep the attention of your audience. All sales consultants give quick tips and education to their guests at shows.
The whole environment of party plan is successful because of the unique blend of product knowledge, one-on-one customer service and fun. Adding stories into your program to make the tips and information more interesting will increase the fun factor and keep the attention of the audience.
This is part of the Cash Flow Show – party plan sales presentation training system!
Tell Stories: Pictures, Principles, Parables
Stories will improve your sales!
One of the concepts that all professional presenters incorporate into their program is the use of pictures, parables and principles.
- Principles are facts, rules or knowledge.
- Pictures are well… you know what pictures are, they are pictures.
- The parable part is the story.
You can include pictures by actually drawing them as many presenters do, or you can draw the picture in their mind with your story.
Put them all together and pictures, parables and principles will increase sales in any environment.
Consultants Share Product Knowledge
In the home party, the “principles” are the sales consultant’s product knowledge or tips. This is the educational part of the show. But product knowledge alone will never sell the products.
Most new consultants focus on product knowledge and that is a good thing, but is not the end-all of your show.
You will develop more product knowledge the longer you are in business, so put focus becoming good at creating pictures in people’s minds by telling stories.
It will do more for selling your product than the study of the facts.
Your Business The Best Thing Since Sliced Bread!
You will sell more products at your home show when you paint pictures with stories.
Think about your reasons for being in business.
What are the top 20 reasons why your products are the best thing since sliced bread?
Seriously, make a list of the top 20 reasons!!
Depending on your product line, you could have well over the required twenty.
What are the FACTS about your product?
- Skin care: Petroleum-free, hypo-allergenic, botanical-based, etc.
- Cookware: Solid anodized aluminum, non-stick, oven-safe, etc.
- Vitamins: organic, preservative-free, high antioxidants, etc.
Turn The Facts Into Stories That Paint Pictures
All professionals speakers use the technique of telling stories. Tell a story using your top 20 reasons why your product is the best thing since sliced bread.
First, write down the 20 features that you want to focus on similar to what we did above. Then take those product features and turn them into benefits.
Following that, create a story that will draw people in emotionally and paint a picture that they can relate to. Here’s an example:
- Feature/Product Knowledge: The skin care product is non-allergenic.
- Benefit: My daughter who is hypersensitive and has allergic reactions can use it.
- Picture and Parable: My freckle-faced twin daughters who burn very easily, and usually cannot spend any time out in the sun, spent all day at the beach building an enormous sand castle with their Dad and did not even get a burn.
Stories For Recruiting & Bookings
You can apply the same concept to your organization’s direct sales recruiting efforts.
Have your team create the top 20 reasons why their marketing business is the best thing since sliced bread!
- Feature: Free Trips
- Benefit: I get to take my hubby on a free vacation.
- Emotionally Charged Picture and Parable: Last year I took my husband, Jake, on an all-expense-paid vacation. We had a second honeymoon lying on the white sandy beaches of Cancun for a week… it was heaven!
Teach your team that principles, parables and pictures concept and they will become awesome presenters and will increase sales and recruiting at their home party presentations.