Hey, didya hear the one about…?

Esteemed Sales Manager Lou Tosto understands the little things that help make sellers successful. Back when sellers operated out of a bullpen, Lou would call out to his sellers as they headed out the door for pitch meetings,

"DON’T BE BORING!"

Lou recognizes that part of making a sale means being engaging and yes, maybe a bit entertaining too.

Your buyers won’t base their decisions entirely on your electric personality, but it helps to be charismatic.

Make the customer feel something, and you’re more likely to be remembered.

Great storytellers aren’t born—they get better through repetition.

Start by thinking about a recent experience on another account that might interest your customer (of course, omit the account and buyer names). Frame the story to present a relevant aspect of your value to the buyer.

Keep your story to about 90 seconds and practice it with a friend. Then…try it on a customer and see where it takes you.

Don’t expect your client to jump out of their chair upon hearing your story… that’s not the point. Keep telling and refining that story until it garners at least an upturn of the lip!

Lucky for you, Paul Smith, the author of Sell with a Story, is here to help you build storytelling muscle.

Watch the first ten minutes of this interview with Paul, and you’ll learn specific tips to help you craft stories that get you remembered.