The Business of Authority

Choosing Your Best War Stories

Episode Summary

How and why to use stories with prospective clients.

Episode Notes

How and why to use stories with prospective clients.

Talking Points

• How to remember your war stories
• The value of sharing stories in the sales process
• Where to look for story triggers
• How to use your values to test your stories
• Credentials vs stories
• How to prepare stories for client meetings
• Why you shouldn't memorize your stories (and when you should)

##Quotables:

-“If someone wanted an arrogant cowboy, that would be the perfect story to tell.”—RM

-“It’s going to push away people who would create a disastrous project anyway.”—JS

-“Really good stories are sticky.”—JS

-“Lists of credentials can help narrow the field. Your story takes you to the next level.”—RM