This is a great week. Because, Thursday, September 8 brings the official release of Paul Smith 's new book, Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale . I'm a big fan of Paul's earlier best-sellers, including Lead with a Story and Parenting with a Story . And, the newest installment in the series is equally good, informative, practical and actionable. Drawing on hundreds of interviews with procurement managers, Paul teaches you 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, and create a sense of urgency Storytelling definitely works in sales, explains Paul, "because a great story changes everything. It causes buyers to put down their defenses. It helps them relax. It engages their minds and their hearts by appealing to both their intellect and ...
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