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Imperial Library
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Index
Cover
Title
Dedication
Contents
Foreword
Acknowledgments
Half title
Introduction
Chapter 1: What Is a Sales Story?
Chapter 2: Why Tell Sales Stories?
Part I What Sales Stories You Need and When to Tell Them
Chapter 3: Introducing Yourself
Chapter 4: Stories You Tell Yourself
Chapter 5: Getting Buyers to Tell Their Story
Chapter 6: Building Rapport
Chapter 7: The Main Sales Pitch
Chapter 8: Handling Objections
Chapter 9: Closing the Sale
Chapter 10: Storytelling After the Sale
Part II How to Craft Sales Stories
Chapter 11: Elements of a Great Story
Chapter 12: Choosing the Right Story to Tell
Chapter 13: Story Structure
Chapter 14: The Hook (Transition In)
Chapter 15: Context
Chapter 16: Challenge, Conflict, Resolution
Chapter 17: Lesson and Action (Transition Out)
Chapter 18: Emotion
Chapter 19: Surprise
Chapter 20: Dialogue, Details, and Length
Chapter 21: Delivery
Chapter 22: Telling Stories with Data
Chapter 23: Stretching the Truth
Chapter 24: Finding Great Stories
Chapter 25: Practicing and Saving Your Stories
Chapter 26: Getting Started
Appendix A: 25 Stories Salespeople Need
Appendix B: Selling Story Roadmap
Appendix C: Story Structure Template
Appendix D: List of Sales Stories
Additional Reading
Endnotes
Index
Free Sample from Lead with a Story by Paul Smith
About AMACOM
Copyright
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