As a founder of a successful organization that trains and develops sales professionals, Jeff Bloomfield has given a lot of thought to why customers say yes.
Bloomfield tells his own engaging stories while teaching step-by-step techniques of intentional storytelling to Create a fast connection with the listener, no matter who is buying or what a person wants to sell..
By telling a story, we can immediately Connect to these good gut feelings and drive away the client\'s fear of being sold.
To make a deal we need to Connect with the parts of the customer\'s brain that inspire emotions of trust and empathy.
In fact, this information goes right to an area of the listener\'s brain (the left brain) that drives doubt and skepticism.
The truth is that during the salesperson\'s engagement with clients, people quickly base their decisions on how they feel, not the way they think, so trying to persuade someone by first imparting lifeless facts and figures is self-defeating.
Bloomfield calls upon the latest research in neuroscience to explain the process of communication.
Instead, he urges them to tell a great story.
He thinks teaching sales professionals to Close a deal by presenting their product, probing its mutual benefits, and overcoming the customer\'s objections and skepticism is a waste of time.
Storytelling is the best way for salespeople--and all of us--to immediately Connect to a customer\'s feelings of trust and liking.
They trust people they like and they like people they Connect to.
In Story-Based Selling: Create, Connect, and Close , Bloomfield says it\'s really no mystery: People buy from people they trust.
As a founder of a successful organization that trains and develops sales professionals, Jeff Bloomfield has given a lot of thought to why customers say yes
