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Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale Hardcover – Special Edition, September 8, 2016
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"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
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.
Top customer reviews
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This book has helped me both personally and professionally. But I want to speak to the area of greatest impact. As a small business owner, this book is a game changer for two critical problems we’ve faced.
First, we are a company with 40+ years of history. We’ve seen a lot of growth and change in our own industry and the industries we serve. And we struggle with telling the stories of our experiences. We have no repository of any, and when something in alignment comes up in a sales meeting, we have missed opportunities.
At my company, we have a great story to tell overall about who we are, what we do, and why. I've spent the past year struggling with getting something on paper. I didn’t have to read far to get there (page 30), and in ten minutes, we have an elevator story to tell anyone, from the POTUS to my 9-year old niece what we do. Running through our experiences over the years, we have a list of somewhere around 10 different scenarios we face when meeting with a prospect. And we have more than 10 great stories we can have ready at the helm.
Then the surprising, expected, and welcome outcome is solving problem #2. Our second problem is with employee engagement. Among the many wins from this book, this was the unexpected. My partners and I came to realize a year or so ago that one of our challenges of engagement is our need to articulate the magnitude that our employees have on solving problems for our clients. But it is not as simple as saying, “Hey Will, you solved a fifty-thousand-dollar problem today for Widget Co!” For the client, the impact is apparent, but employees in all companies often do not understand the impact of their efforts. But armed with a story, and all the tools imparted by Smith, we now have a powerful way to express our gratitude to our employees.
This book gets right to action. I enjoy that Smith executes the argument for the concept itself flawlessly, and then moves on. I find it frustrating when an author spends the bulk of their content reminding us of the validity of their original claim(s). The examples offered and the execution about each component drive buy-in without you having to revisit the original claim.
This is a book should be on the shelf of every business person that has something worth saying and something worth buying.
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.
Sell with a story is full of valuables examples which make all the difference. Usually, those kinds of books give you a whole load of theory, but then it's pretty difficult to visualize how to put this into life.
Thanks to Paul Smith's examples -- Stories, in fact :-) -- I think I got a better idea on how to make this stuff work for me. Highly recommended.
Paul’s written a brilliant guide to help each of us leverage the power of story telling. First, he discusses the importance of aligning the story with where the customer is in their buying process/where we are in the selling process. The most appropriate stories in introducing ourselves to prospects are very different than those we use in presenting our solutions, closing, and even after we’ve gotten the order. After that foundation, he goes in to great detail in how to create powerful sales stories.
I tried his approach for a major presentation at for a group of top sales executives. The speech is coming up in a few weeks, but in preparing the speech and practicing it on a few people, incorporating stories has changed the impact and effectiveness of what I communicate. Paul’s guide will be the cornerstone to all my future speeches, and to most of my prospecting calls.
If you struggle with developing and leveraging high impact stories in your sales process, Paul’s book is a great guide to help you learn how to construct your own.
Most recent customer reviews
I rated this 5 stars both for the book, and the after sales service!
I had some questions for Paul and he kindly took the time to answer them.Read more