Analogies and stories

3 replies
I had a manager in the past who advised me to tell stories and use sports analogies. His advice was to "take the prospect on a journey".

I never really followed the advice, but how about you guys? Does anyone use stories and analogies on a prospecting or sales call to get their points across?
#analogies #stories
  • Profile picture of the author Claude Whitacre
    Originally Posted by socialentry View Post

    I had a manager in the past who advised me to tell stories and use sports analogies. His advice was to "take the prospect on a journey".

    I never really followed the advice, but how about you guys? Does anyone use stories and analogies on a prospecting or sales call to get their points across?
    I tell true stories if they apply. But sports analogies? Not unless you and the prospect are both big sports fans. I never do it.

    Analogies? If they really apply, and get the point across better than just telling the reality. I use hem rarely.


    Take the prospect on a journey? I do, but I take a short path..to buying. Stories take longer than just getting to the point.
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  • Profile picture of the author misterme
    I use stories a lot. Stories can be about other people or about yourself. It's a way to make a point credible, much like third party testimonials are more credible than you saying something about yourself. And because they're delivered as a story and not as matter of fact statements, people tend to absorb them better. They help the prospective client visualize themselves as the subject in the story, experiencing the benefits.

    Analogies are a different story, pardon the pun.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by misterme View Post

      I use stories a lot. Stories can be about other people or about yourself. It's a way to make a point credible, much like third party testimonials are more credible than you saying something about yourself. And because they're delivered as a story and not as matter of fact statements, people tend to absorb them better. They help the prospective client visualize themselves as the subject in the story, experiencing the benefits.

      Analogies are a different story, pardon the pun.
      And they remember stories better too. I think you're probably much better at telling stories than I am. As far as the testimonials as stories? Yeah, I use them, but usually not complete stores. Your points are all valid. I think telling stories is something I'm just not great at, or it just doesn't occur to me usually.

      Analogies? To me, using analogies is like using crutches when you have two perfectly good legs.

      (See what I did there?)
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