POWERFUL STORIES TO CLOSE MORE DEALS, FASTER

Whatever your situation, you must be able to know how to persuade, educate, and inspire at the right times to the right audiences. To be the very best sales professional you can be, you must also be the very best sales communicator. Ira Koretsky, The Chief Storyteller ®, your Storytelling for Sales coach and trainer, helps you become that “best sales communicator.”

You will learn how to use and apply the Great Stories Framework TM, in conjunction with your customized Sales Story Playbook. He shows you how to engage prospects and customers with powerful stories that close more deals, faster with real-world scenarios you help define. Everything is designed to be practical and applicable to your organization’s mission, services, and products.

Ira Koretsky, The Chief Storyteller ®, collaborates with your sales leadership and learning teams to customize the best content for your Storytelling for Sales program.

Ira has been coaching, mentoring, training, teaching, and offering consulting services to accelerate your storytelling for sales success since 2002. In more than a dozen countries (success stories, testimonials, customers). In more than 35 cities. With more than 578 customers. Also, he is an adjunct professor, teaching public speaking, communication, data with storytelling, and storytelling at the University of Maryland’s Robert H. Smith School of Business.

Ira knows how to make your learning environment fun, safe, and experiential. He performed improvisational comedy for more than 10 years with ComedySportz and delivered more than 500 keynotes and workshops internationally.

HOW THIS PAGE IS ORGANIZED

Below, please find five sections:

  1. Solve Your Biggest Sales Challenges
  2. Storytelling for Sales Program Overview
  3. On-Going Training
  4. Coaching
  5. Storytelling for Sales Benefits

1  SOLVE YOUR BIGGEST SALES CHALLENGES

Ira helps you solve a variety of sales challenges with Storytelling for Sales coaching, workshops, and training. Since 2002, he has helped fast-growing to Fortune 50 firms internationally. The main sales challenges Ira sees include:

CHALLENGE KEY STORYTELLING FOR SALES QUESTIONS TO ASK
Be Interesting to Audiences
Do your main message, supporting messages, and success stories / past performance resonate with key decision makers?
Be Understandable to Audiences
Can your audiences pass the “Grandma Test” and understand your products and services quickly?
Improve Decision-Making Can decisions be made quickly and accurately based on your data, findings, and recommendations?
Open Doors to Decision-Makers Do your stories / presentations / research open doors to opinion leaders and decision-makers?
Tell the Right Stories
Are you testing different stories to communicate powerful, call-to-action messages?
Close More Deals, Faster Are you using stories effectively to close deals (e.g., success stories, use cases, case studies, and personal stories)?
Maintain a Playbook with Stories
Are your sales teams ready for any scenario, objection, demonstration, etc.?

Narratives that cause us to pay attention and also involve us emotionally are the stories that move us to action – Professor Paul Zak, Neuroeconomist, University of Pennsylvania

2  STORYTELLING FOR SALES OVERVIEW

Great sales stories invite us in. Great stories connect us with shared experiences. And a great sales storyteller, transforms these shared experiences into ideas and the ideas into action. Your Storytelling for Sales program is based on real-world scenarios you help define. Everything is designed to be practical and applicable.

EXPERIENTIAL, HANDS-ON STORYTELLING PROGRAM

The Chief Storyteller ®  delivers a customized, experiential program. With collaborative planning meetings and pre-interviews with participants, we will meet your organization’s goals and participant’s needs, while being sensitive to your brand culture and brand voice.

We blend on-site and virtual training, webinars, in-person coaching, and video coaching.

LEARNING & DEVELOPMENT MATERIALS

Training materials include:

  • Presentation. PDF of all presentations
  • Tip Guides.  Examples include a) 10 Tips on How to Write Inspiring, Message-Driven Stories and b) Grab their Attention: More than 150 Suggestions for Opening and Closing Your Presentation
  • Articles. Examples include  a) Great Leaders are Great Storytellers and b) Great Sales Professionals Know How to Put their Words to Work
  • Tools & Worksheets. Examples include a) 8 Must-Have Stories and b) The Great Stories Evaluation Form
  • Smart Exercises We provide suggested written, verbal, and video exercises to do individually and in groups
  • Homework Assignments.  We recommend videos to watch, articles to read, and Smart Exercises to practice individually and in small groups

STORYTELLING FOR SALES PROGRAM DURATION

Typical programs are 3, 6, and 12 months in duration.

During each month, Ira trains your team based on real-world scenarios and coaches the leaders. Ira then assigns homework, both for individuals and small groups. Learning & Development materials complement the training and coaching.

Your program blends Training (on-site and virtual) and Coaching (on-site and virtual). Following the planned engagement (3, 6, or 12 months), customers often retain Ira on a monthly basis for sales coaching.

YOUR SALES PLAYBOOK – ACTIONABLE STORIES FOR EVERY SITUATION

Your customized Storytelling for Sales program teaches you how to craft values-based stories that connect and inspire action, for every situation. Your program is based on our Great Stories Framework TM, taught around the world.

Using the framework, your sales team develops stories for customer segments, handling objections, opening doors, case studies/use cases, and accelerating the close. Stories are personalized and customized in your sales playbook. Your storytelling playbook can be standardized or blend organizational and individual stories.

Ira works with each participant to identify, develop, practice, and revise his/her stories for impact and long-term effectiveness. In a safe learning environment, your participants learn what stories work best for her/him on her/his experiences, personality, and leadership style.

You will learn how to use and apply the Great Stories Framework TM, to develop your powerful workplace stories to use in:

SALES/DEVELOPMENT HR INTERNAL GENERAL
  • Sales
  • Development + Donors
  • Demonstrations
  • Walk-throughs
  • Orals
  • Past Performance
  • Success Stories
  • Recruiting
  • Retention
  • Onboarding
  • Have difficult conversations
  • Nurture rising stars
  • Mentor and coach
  • Improve Performance
  • Leadership Meetings
  • Founder’s Story
  • All-Hands Meetings
  • Town Halls
  • Board Meetings
  • Social Media
  • Internal communication
cover of workbook for storytelling for sales training, beautiful water and mountain scene with gloved hand holding compass

Sample Storytelling for Sales workbook

storytelling for sales exercise, practicing stories, sales team standing and sharing stories with partner

Storytelling for Sales exercise

storytelling for sales exercise, writing a story following the storytelling framework

Developing their Sales Stories

3  ON-GOING TRAINING

CUSTOMIZED TO YOUR GOALS

The Chief Storyteller ® collaborates with your sales leadership and training teams to customize the best content for your Storytelling for Sales program. Programs are typically 3, 6, and 12 months in duration.

Programs start with group training, from one to three days. Then, we customize future sales storytelling and public speaking modules, which include on-site training, webinars for small teams and the entire group, and personalized one-on-one coaching both in person and via Zoom video.

Based on the coaching sessions with Ira and feedback from your participants and your teams, Ira recommends tweaks and changes to maximize learning and impact. Your Storytelling for Sales program includes a variety of learning materials including workbooks, access to a library of more than 100 Smart Exercises TM, tip guides, tools and worksheets, story examples, videos, and articles.

MORE THAN 30 LEARNING MODULES

More than 30 Storytelling for Sales modules are available. The modules cover sales storytelling, A to Z, and related public speaking topics. Example modules:

  • Success Stories
  • 8 must-have story types
  • StoryThink TM
  • Attention-getting opening
  • Storytelling for impact
  • Vocal variety
  • Data Storytelling
  • Speaking enhancements (our secret sauce)
  • The Great Stories Framework TM Fundamentals
  • Better Tomorrow Message TM
  • Story Mapping
  • Messaging on-the-fly

4  HANDS-ON COACHING

Ira Koretsky, The Chief Storyteller ®, provides BOTH advice (strategy) and hands-on (tactics) coaching in a variety of skill- and confidence-building categories. Read our coaching success stories here.

Sometimes he is your coach… offering advice and making suggestions.

Sometimes he is your consultant… providing specific how-to’s on addressing situations, practicing, and developing narratives, stories, and visuals.

Sometimes he is your “professional trainer…” suggesting exercises and activities to help you build, hone, and maintain your skills.

For every situation, Ira will advise and equip you with the skills and tools to be successful, in your own authentic way. Ira inspires you to “think deliberately” about how
you sell to your audiences. Develop and share stories your stories in a friendly and safe learning lab environment. Ira is patient and sensitive to cultural influences and personal communication styles.

He blends the best of his experiences and expertise from being a successful CEO, consultant, professional speaker, trainer, coach, and adjunct professor. As for the latter, Ira is an adjunct professor at the University of Maryland’s Robert H. Smith School of Business, where he earned his MBA. He teaches public speaking, communication, and business storytelling to about 70 honors students each year. The student final is a self-directed, five-minute TED-Style Talk.

5  STORYTELLING FOR SALES BENEFITS

For more than 50 years, research shows sharing stories and experiences have a greater impact on audiences than simply presenting facts and figures. Stories make you more interesting. Stories make you more memorable. Stories make you more persuasive. Stories close more deals, faster.

Build Your Capacity for Storytelling

Specifically:

  • Increase sales effectiveness with more effective communication
  • Accelerate buy-in and shift mindsets
  • Improve confidence in public speaking
  • Be a StoryThinker. Train your brain to think of stories as solutions to problems
  • Reshape personal experiences into powerful, high-impact business stories
  • Improve confidence in delivering your messages to any audience
  • Close more deals, faster
  • Build your Sales Playbook with stories for any sales situation
  • Learn how to use your voice and body to be a more effective communicator
  • Understand how to define a story’s key message, that will resonate with your audience every time
  • Accelerate trust with your authentic and personal workplace stories

Effective Stories Are Key to Your Sales Success

The human brain is wired for stories (Cognitive Psychology, Robert J. Sternberg, Karin Sternberg). Research study after research study, demonstrate stories have a greater impact on us humans, than facts and figures (Harvard Business Review, The Storytelling Animal). Storytelling for Sales ensures that your:

  • Stories make your ideas more interesting
  • Stories make your data come alive
  • Stories make your presentations (more) fun
  • Stories enable you to connect to prospects and customers faster
  • Stories inspire prospects to action
  • Stories accelerate sales
  • Stories make data more persuasive
  • Stories have a lasting impact

Photography Source:  © Copyright 2020, The Chief Storyteller ®, LLC. All Rights Reserved.
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