Success Stories are great at providing proof, but lousy at Selling. Success Stories are great at providing proof, but lousy at Selling. Here are 6-reasons why, and how you can inspire customers to buy with stories that sell.
The problem is that the vast majority of customers at any stage of the sales cycle are not yet sold on why they should change or why they should change through you. These customers are not looking for proof of a solution to a problem they don’t yet think they have. Without a full appreciation of the value of your product, your salespeople will be forced to follow the customer down the road of commoditization and discounting when the customer decides to buy, or no decision when he or she does not decide to buy.