Instructor for this course
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A well-crafted verbal success story that ends with measureable results is the most powerful influence tool in today’s selling world. However, for your benefit, it is seldom used. Stories, when done well, capture our imagination and attention. They break our preoccupation and demand our attention and interest. An effective third-party story will easily and instantly present you as a valuable asset, and stories are remembered long after the meeting has ended. So, if you want to be remembered after the meeting, become a great story teller.

If you tell a story about you and your accomplishments, most executives will tune out because it’s bragging. However, when you tell a story about what someone else said about you, then it’s believable. In this session, we explore why success stories are important and how to create stories that will immediately change a negative perception into a powerful reason to meet with you. 

Course Series

This course is included in the following series:

5 CoursesSales Meetings: How to Engage C-Suite Executives

  1. How to Make Your Next Sales Meeting Exceptional
  2. Identifying what Executive Level Sales Prospects Want
  3. Creating the Consultant, Partner, Problem Solver Perception in Sales Meetings
  4. How to Use Verbal Success Stories to Get Executive Attention and Interest
  5. How to Get an Executive to Open up and Share their Concerns, Hopes, and Dreams

Learning Objectives

  • Explore why you should use verbal success stories.
  • Discover how you can leverage success stories to prove your worth.
  • Identify key steps to creating a high impact story.
  • Discover the best words to use to introduce your story.
  • Recognize examples of success stories that capture attention.
  • Gain insight how to get executives to open up and share. 
Last updated/reviewed: March 26, 2018

Prerequisites

Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are needed for this course. However, it is recommended to take the other courses in the series prior to completing this one.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  1:50Introduction to Session 4: How to Get Executive-Level Prospects to Choose You
ACT One
  7:05Act One Review
ACT Two
  11:25Verbal Success Stories
  12:45Success Stories
  8:21Success Stories (cont'd)
  3:31How to Create Success Stories
CONTINUOUS PLAY
  44:57Session 4: How to Get Executive-Level Prospects to Choose You
SUPPORTING MATERIALS
  PDFSlides: Session 4 – How to Use Verbal Success Stories to Get Executives Attention and Interest
  PDFSession 4 – How to Use Verbal Success Stories to Get Executives Attention and Interest Glossary/Index
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM