Helping People Tell Their Story Better - Stephen Steers, Steers Consulting Group
Summary:
Today's episode is with Stephen Steers, a sales consultant, keynote speaker and author. We explore the art of storytelling in sales. Not how to tell your story but how to help people tell a better version of their own story. When you can help someone better understand themselves and through your interaction you better understand them., that's where magic happens.
Stephen has come through the ranks of sales as a business development rep an account executive, and now owns his own sales consultancy business around how to tell effective stories as part of a sales process.
We discuss how human connection, story telling, and emotional intelligence can transform the sales process, moving away from traditional pushy sales tactics to a more empathetic approach. Stephen shares his personal journey with storytelling, the importance of understanding client needs, and effective questioning techniques to foster genuine conversations. The episode emphasizes the significance of emotional responses in decision-making and how to leverage personal stories to build trust and rapport with clients.
You'll learn how to ask questions to help people tell a better story of their problems. You'll help tell stories in a way that gets people to reframe their own stories, and you'll learn how to build trust through understanding wh
Key Moments:
02:19 Redefining Sales: From Selling to Problem Solving
11:43 The Power of Storytelling in Sales - Helpin People Tell Their Stories Better
16:49 Learning from Experience: The Journey of a Salesperson
21:07 Emotional Connection: The Key to Effective Selling
26:02 Building Rapport in Sales Conversations
28:52 Effective Questioning Techniques
33:51 How to Craft A Better Story in Sales
40:50 Humanizing Customer Stories
45:51 Finding Authentic Connections
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