Archive for the ‘Selling’ Category

The sales skill of reading the play

Posted by  David Christiansen —May 27, 2016
Filed in Insight, Selling

Back in 2014, I was at the mighty MCG about to watch my beloved Tigers play a game of AFL football with my 15 year …

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Storytelling for Sales is growing

Posted by  Mark Schenk —April 12, 2016
Filed in News, Selling

In June last year we released the Storytelling for Sales™ program and have been delivering it in Australia and the US. One of the main …

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Our first Anecdote Partner Conference – A gathering of storytellers in Palm Cove

Posted by  Lucy Honeywell —September 9, 2015
Filed in Business storytelling, Events, Selling

In July the Anecdote team (unfortunately minus Helen) spent 3 days in Palm Cove for our first Partner Conference. The location was magnificent. We were …

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3 simple ways to improve your sales pitch

Posted by  Mark Schenk —July 20, 2015
Filed in Business storytelling, Selling

Over the past few months we’ve been helping a global architecture firm put together pitches for several multi-million dollar opportunities. It’s been a great experience, …

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How to counter half-truths and lies with a better story

Posted by  Shawn Callahan —June 12, 2015
Filed in Business storytelling, Selling

Imagine that you’re responsible for communicating your company’s new strategy, and just as you’re about to do so, you hear something worrying on the grapevine. …

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Improve sales performance with Storytelling for Sales

Posted by  Shawn Callahan —December 2, 2014
Filed in Business storytelling, Selling

In 1988 I joined the database software company Oracle Systems. I worked in the Canberra sales team, where my job was to demonstrate the technical …

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Unlock the power of storytelling by being specific

Posted by  Mark Schenk —October 16, 2013
Filed in Business storytelling, Selling

To really unlock the power of storytelling, you need to Be Specific with the stories that you tell. Last week I was working with a group of …

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People buy from people they like

Posted by  Shawn Callahan —January 31, 2013
Filed in Selling

People buy from people they like and people buy from people like them. This was brought home again to me last week when an email …

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Context is king

Posted by  Shawn Callahan —September 10, 2008
Filed in Culture, Selling

In case there are still people out there who believe we act as rational decision makers, take this scenario. You’re in a shop to buy …

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Using storytelling in sales

Posted by  Shawn Callahan —July 24, 2006
Filed in Selling

Ford Harding has written two useful articles on using anecdotes to overcome common selling challenges. In Harding case he’s focussed on professional firms but the suggestions hold …

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