Buyer Focused Selling
Equips your sales people with the skills required to sell more effectively in today’s competitive marketplace.
Following a repeatable, scalable and verifiable sales process, your reps are better enabled to:
- Initiate opportunities at decision maker levels
- Identify decision maker business goals
- Understand prospect’s current situation and measure its cost
- Propose only the parts of your offering that can help your prospect achieve his/her goals
- Help prospects understand requirements for successful implementation
- Gain mutual agreement with decision makers on what has to happen in order to make an informed purchase decision
- Document efforts comprising the buying cycle to maintain control, keep senior managements in-formed and allow forecasting at an opportunity level.
The Buyer Focused Selling sales methodology is transferable and can be mapped to forecasting milestones. The process can easily be learned, implemented, monitored, coached and adjusted.
Buyer Focused Selling trains your reps to :
- Prospect more effectively
- Diagnose prospect’s needs with a bias toward your offering
- Reach the right person with the power to buy
- Eliminate “no decisions”
- Hold the price without losing the sale
- Shorten sales cycles and close faster
- Eliminate peaks and valleys in their pipeline
- Prepare an accurate sales forecast
Following our comprehensive sales methodology, your organization benefits from increased revenue and improved forecasting accuracy. Margin improvements come from shorter sales cycles. More effective marketing campaigns are created. Costs of sales management and administration are significantly decreased due to the implementation of repeatable objective processes.
The Power of Storytelling in Modern Sales
The way businesses connect with customers is changing. Traditional sales strategies that focus solely on product features and benefits are losing their impact. With average conversion rates across industries at around 19% (according to HubSpot), it’s clear that a new approach is needed to stand out in today’s competitive market.
That’s where storytelling comes in—a proven method to create deeper, more emotional connections with your audience. But what does storytelling in sales mean, and why is it effective?
What Is Storytelling in Sales?
Storytelling in sales shifts the focus from simply presenting facts to creating relatable, compelling narratives. It’s not about you or your product—it’s about your customer and the transformation they experience with your solution.
Here’s how it works:
1. **Identify the Problem:** Start by describing a challenge your customer faces in a way they can see themselves.
2. **Introduce the Guide:** Your product or service becomes the guide that helps them overcome the challenge.
3. **Show the Transformation:** Paint a vivid picture of how their life or business improves with your solution.
For example:
Instead of saying, *”Our software automates payroll tasks,”* tell a story:
*”Imagine a business owner spending hours every Friday night on payroll, sacrificing time with family. With our software, those evenings transform into family dinners while payroll runs automatically in the background.”
Why Storytelling Works
Humans are hardwired to respond to stories. While facts and figures engage the logical brain (neocortex), stories connect with the emotional brain (limbic system), where decisions are truly made. A well-told story is memorable, relatable, and builds trust—all critical components in successful sales.
Practical Ways to Use Storytelling in Sales
Customer Success Stories:** Frame testimonials as stories, highlighting the problem, solution, and results.
– **Problem-Solution Approach:** Present a challenge your audience faces and explain how your product solves it.
– **Relatable Analogies:** Simplify complex ideas with metaphors, such as, “Think of our service as a GPS for your business strategy.”Why It Matters
Our clients have seen real results by embracing storytelling in their sales approach. The most successful salespeople today aren’t just sellers—they’re storytellers. And the good news? Storytelling is a skill that can be learned and refined.
If you’re ready to take your sales strategy to the next level, let’s talk about how storytelling can work for you!
📞 Mike Struzik
CEO Focus – Western Region
📱 619-339-2627