Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now Tweets you can use to share this episodeWhy stories are a primary way of building trust in #sales, on this episode Click To TweetDo media and technology help us tell better sales stories? Find out on this episodeClick To TweetSubscribe toIn the ArenaApple PodcastsGoogle PodcastsAndroidby EmailRSSOr subscribe with your favorite app by using the address below Podcast: Play in new window | Download (Duration: 31:25 — 28.8MB)Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSSEvery salesperson needs to learn how to tell and sell. Simply put, you need to know how to tell better stories to increase your sales numbers. There’s a great new book out by a guy named Paul Smith, “Sell With A Story.” Paul considers himself a storyteller, not a sales guy – but the book is packed with insightful things about the way humans build trust and the role of stories in that process. If you listen to this episode you’ll want to go right out and get the book. It’s a great read and a very convincing argument for why you need to tell better stories in your sales presentations.Tell and Sell: Why Stories Build Trust and Sell Things For More, with Paul Smith – Episode #78Click To TweetWhy stories are a primary way of building trust in sales.Sales professionals tend to rely on their data and slide decks far too much when they should be learning to tell stories of successful clients, of difficult scenarios their company has worked through, and of preferable futures their clients want to attain. That’s because stories are one of the primary ways human beings build trust between each other – and sales is all about building trust. On this episode, expert storyteller Paul Smith is on the show to give us some ideas about how we can include more stories into our sales pitches to increase trust, and thereby increase sales overall. It’s a fascinating idea that you’ll benefit from greatly if you learn to apply it to your professional life.If you don’t learn to tell you won’t be able to sell.Many times a sales presentation goes sideways when the slide deck is put away and all the stats and figures have already been said. That’s because the prospect throws out a scenario they foresee happening and asks the salesperson what their company would do in that situation. If the salesperson doesn’t know how to tell a compelling story about a time the company faced a similar problem and overcame in spite of the difficulties, they’re going to come across as too good to be true and inauthentic. The possibility of trust will be lost. Paul Smith says that sales pros need to have hundreds of company stories in their sales arsenal and on this episode he’s going to tell us how to start building that repertoire.If you don’t learn to tell you won’t be able to sell, on this episodeClick To TweetDo media and technology help us tell better sales stories?It used to be that the only thing you had at your disposal to weave a compelling story was your own voice and ideas. But today we have so much more. Video, audio, images, animation – the list of potential tools we can use to tell good sales stories seems limitless. But we can become too dependent on a flashy new technology when what we really need is a better understanding of what makes a good story and how to tell it in a compelling way. Paul Smith is on the show to give us some ideas of how we can improve our storytelling and apply it to the sales profession.If you learn to tell a good story you can actually sell things for more.There are stories circulating on the internet about virtually worthless items being sold on eBay and other marketplaces for thousands of dollars. What caused the buyer to imbue the worthless item with so much value? It was the story that accompanied the item. Situations like that show us that sometimes the value of a thing or service has more to do with the way the benefits of it are described and woven into a real life scenario by the salesperson. When people can picture the setting and feel the emotion of what it would be like to experience the product or service in action, the deal is sealed. Paul Smith, a master storyteller is guest on this episode of In The Arena.If you learn to tell a good story you can actually sell things for more. More on this episode @LeadWithAStoryClick To TweetOutline of this great episode Why everyone is a storyteller and introduction of Paul Smith, storytelling trainer. How Paul realized that storytelling was an important skill he needed to learn well. Why do salespeople leave out the obstacles when telling their own stories? What does a salesperson get from being vulnerable in their stories? Why do people trade stories in the first place? Why do salespeople think cold facts and figures are more effective than stories? Does media and tech help us tell better stories? How stories can increase the value of what is being sold. What makes a story portable (where anyone can use it)? Who does Paul consider to be a great storyteller today? What Paul is reading right now.Our Sponsors:Heroic Public Speaking – Michael Port’s incredible public speaking programThe Only Sales Guide You’ll Ever NeedResources & Links mentioned in this episodePaul’s website: http://leadwithastory.com/08144371170814420303 081443357X08144377610062316095The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on SoundcloudConnect with AnthonyWebsite: www.TheSalesBlog.comYoutube: www.Youtube.com/IannarinoFacebook: https://www.facebook.com/iannarinoTwitter: https://twitter.com/iannarinoGoogle Plus: https://plus.google.com/+SAnthonyIannarinoLinkedIn: https://www.linkedin.com/in/iannarino
Four police personnel and five civilians were injured, and vehicles and one shop were torched in communal riots that erupted following an incident where stones were thrown at a Ganesh idol procession in the communally-sensitive Mandavi area of Vadodara on Thursday at around midnight.During the procession in the area, suddenly a few stones were pelted, and simultaneously electricity went off in the locality. This led to a commotion, with mobs belonging to different communities hurling stones, and starting fires. “Around eight or nine vehicles were torched and one shop was burnt down,” a Vadodara police official said. “Police and fire brigade teams were rushed to the spot to control the situation that lasted more than 90 minutes.” The police lobbed more than 25 rounds of tear gas shells to disperse rioting mobs from both sides.Following the incident, there was heavy police deployment to restore normalcy and ensure that the situation did not escalate.“We have lodged an FIR in which 25 people have been named, including tow or three habitual offenders,” the police official said. “Arrests will be made very soon.” The police are also investigating the possibility of a conspiracy by some antisocial elements to provoke riots ahead of major religious festivals and holidays like Janmashthami, Independence Day, Navratra and Diwali.
The People’s Union for Civil Liberties on Saturday demanded repeal of a controversial ordinance which has made public servants immune against investigation and barred the media from disclosing their names until prior sanction is granted for their prosecution. The PUCL has also decided to challenge the ordinance in the Rajasthan High Court.The ordinance, promulgated on September 6, attempts to silence the media and prevent the judiciary from exercising its function of setting the criminal law in motion. “It’s alarming that the intention was to prevent at the very threshold any possibility of investigation being ordered by a magistrate when the evidence was prima facie brought before the court, PUCL State president Kavita Srivastava said.Addressing a press conference here, PUCL national vice-president Radha Kant Saxena said the amendments to the Criminal Procedure Code and Indian Penal Code brought through the ordinance went against the Supreme Court’s ruling in Lalita Kumari’s case, 2014. The judgment had dealt with both cognisable and non-cognisable offences committed by public servants.The apex court’s Constitution Bench had held that an FIR has to be lodged and investigation initiated by the police officer on the complaint about a cognisable offence. In the cases of non-cognisable offences, the investigating officer is empowered to initiate a preliminary enquiry and seek the court’s direction to obtain sanction for prosecution.Mr. Saxena said the ordinance was meant to neutralise the Supreme Court’s ruling as well as the state government’s own circular of 2015 by removing the power of police to initiate even a preliminary enquiry. “Why has the ordinance made provisions to keep everything under wraps and equated the public servants with victims of crimes such as rape in order to keep their identity discreet?” he asked.The amendments, he said, were superfluous and unnecessary as Section 197 of Cr.P.C. already provides protection to public servants by making it mandatory for a court to take cognisance against them after getting the government’s sanction. Instead of cognisance, the amendment refers to the word “investigate”.The PUCL said the ordinance would make it impossible for the public to make complaints against and bring to justice not only the corrupt government officials but also those involved in the offences such as custodial death, firing on crowd, torture of innocent people and violation of human rights. “Is it the intent of the ordinance to shield guilty officers in the run up to the 2018 Assembly elections?” asked Ms. Srivastava.While pointing out that no pre-legislative consultation was carried out before promulgating the ordinance and its information was suppressed, the PUCL demanded that the ordinance should not be placed in the Assembly session beginning on Monday for replacing it with a bill.