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Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale Hardcover – September 8, 2016

4.5 out of 5 stars 169 ratings

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Editorial Reviews

Review

"I appreciated the many examples and how he lead me through the methods of identifying what’s a story and what’s not. It was clear, and it clicked for me." --Small Business Branding



“...one of those books that you could just keep reading and reading…very engaging, inspirational and considerate… it will get you thinking about how you communicate.” --Autamme



"...think of a sales pitch as foul-tasting medicine, and a sales story as a spoonful of sugar to help the medicine go down in a most delightful way." --Artillery Marketing



"[Smith's]earlier books have catapulted him to acclaim, and Sell with a Story is destined to be equally well received, and not just by those who are in sales." --The Chronicle Herald



“…critical for entrepreneurs selling their startup to investors, strategic partners, and customers.” --Martin Zwilling, Huffington Post



“It’s destined to become a bestseller.” --Blog Critics



"[Paul Smith is the] author of three books on harnessing the power of storytelling for some of the most important work we do as humans: Lead with a Story, Sell with a Story and Parenting with a Story." --Business Management Daily



“…shares practical strategies to draw people in and actively engage them using stories rather than relying on the traditional, logical and dry sales pitch.” --Leadership Tools



“Entertaining, easy to read, and above all incredibly useful, this book is helpful for both salesmen and small-business owners alike.” --Portland Book Review



“I'm a big fan of Paul's earlier best-sellers…and, the newest installment in the series is equally good, informative, practical and actionable.” --Eric Jacobson On Management and Leadership



“The book is packed with insightful things about the way humans build trust and the role of stories in that process…very convincing argument for why you need to tell better stories in your sales presentations.” --In the Arena, Anthony Iannarino



“...a no-nonsense...must-read, especially for people working in small businesses.’’ --Retailing Insight



“…shows how poignant it can be when you’re being relatable and human even while convincing someone to buy…great read for anyone in business.” --AdPulp



"Takes the art of using the story to sell something to the next level…great book for anyone in sales or looking to enter the field." --Tulsa Book Review



“…a tool for your success toolbox that few people have and harness. Yet, it’s irrefutable that we all need it...and it’s a tool we can all get and start using now.” --The Ziglar Show



“Paul Smith is THE ultimate storytelling coach.” --Sales Pipeline Radio



"Buying decisions aren't all about the numbers. Emotions also play an important role...How do you sell to emotions? Through stories." --Jim Pawlak, Biz Books columnist



“Any successful salesperson realizes the power of stories and this is the book you need to improve yours.” --Knights on the Road



“Perfectly describes why storytelling is important for building rapport, and even though he directs his advice to salespeople, it makes sense for scientists as well.” –Science Magazine



“This powerful and practical guide gives you the tools you need to turn your experiences into stories that sell.” –Ten Fold



“…a rich compilation of story techniques that can improve any persuasion process. Though it’s aimed at salespeople, anyone who has to influence others will benefit from the ideas.” —Forbes



“If you are in sales, this book is a must read, go and get it now...a powerful and well-written book…” –Quella’s Reviews



“…shows you how to pick the right story and craft a compelling and memorable narrative that will make your sales (and marketing) more effective….appendices are worth the price of the book alone.” –Artillery Marketing



“Storytelling expert, Paul Smith shares practical strategies to draw people in and actively engage them using stories…helps salespeople discover a new tool for dramatically better results.” –Leadership Tools



“The book deep-dives on the elements of awesome storytelling.” —Spot on Insurance



“Best way to ‘sell anything’ is with a story. If you are in urgent need of expert advice on how to gain that unique competitive advantage, look no further.” –San Francisco Review of Books



“…practical information on how a story can add value to the products you're selling as your customers will be emotionally invested in the story that goes with the product.” —Helping Sales Radio

Book Description

Stories sell. Great SALES STORIES sell even more.

Sell With a Story is a rich compilation of story techniques that can improve any persuasion process.” –Forbes.com

"If you're serious about increasing your effectiveness as a communicator and looking to transform your sales results, Sell with a Story is for you. This book empowered and energized me, and I know it will do the same for you." — Mike Weinberg, consultant, speaker, and author of New Sales. Simplified. and Sales Management. Simplified.

Despite all the high-tech tools available to salespeople, the most personal method still works best.

Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made.

Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. In Sell with a Story, he identifies the ingredients of the most effective sales stories and reveals how to:

Select the right story • Craft a compelling and memorable narrative • Incorporate challenge, conflict, and resolution • Use stories to introduce yourself, build rapport, address objections, add value, bring data to life, create a sense of urgency, and more

Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and other top companies, this powerful and practical guide gives you the tools you need to turn your experiences into stories that sell.


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Product details

  • Publisher ‏ : ‎ AMACOM; First edition (September 8, 2016)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 304 pages
  • ISBN-10 ‏ : ‎ 0814437117
  • ISBN-13 ‏ : ‎ 978-0814437117
  • Reading age ‏ : ‎ 18 years
  • Item Weight ‏ : ‎ 16 ounces
  • Dimensions ‏ : ‎ 6.5 x 0.88 x 9.25 inches
  • Customer Reviews:
    4.5 out of 5 stars 169 ratings

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Customer reviews

4.5 out of 5 stars
4.5 out of 5
169 global ratings
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Top reviews from the United States

Reviewed in the United States on September 15, 2016
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Reviewed in the United States on July 10, 2017
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5.0 out of 5 stars The Ultimate Tool to Craft an Effective Story
By Darwin Gray on July 10, 2017
When I was a kid (before the internet) my dad had a collection of the Time Life Home Improvement books above his workbench. Whether he was finishing the basement or remodeling a bathroom, a book from that collection was always out and the pages dog-eared. He trusted those books to get him the results he wanted.

Sell with a Story is not only a collection of great stories, but is the definitive "How To" of story telling. Just like those Time Life books, Paul Smith gives the novice the step by step instructions on how to craft and deliver an effective sales story.

Buy it. Read it. Put in on your shelf with all your other reference books and come back to it with each new project in your career.
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14 people found this helpful
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Reviewed in the United States on August 16, 2017
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5 people found this helpful
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Reviewed in the United States on November 4, 2017
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Reviewed in the United States on October 3, 2016
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Top reviews from other countries

Nemeth Pal
5.0 out of 5 stars Five Stars
Reviewed in the United Kingdom on December 17, 2017
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Carlos Amaya
5.0 out of 5 stars Estupendo libro con muchos ejemplos
Reviewed in Mexico on March 4, 2020
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Jimit Patel
4.0 out of 5 stars Sale with A story
Reviewed in India on August 28, 2018
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Daniel Erro
5.0 out of 5 stars Compralo YA
Reviewed in Mexico on October 30, 2019
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GIOVANNI BINETTI
5.0 out of 5 stars Un libro che ogni manager dovrebbe leggere
Reviewed in Italy on June 26, 2017
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