Have you ever had a salesperson ask you to tell them a story so they can get to know you?

Our reader poll today asks: Have you ever had a salesperson ask you to tell them a story so they can get to know you?

• Yes, it happens frequently: 20.6%
• No, I’ve never been asked to tell a story: 79.4%

Stories tell more than the story. If you’re in sales – and let’s be clear, we’re all in sales since we’re always selling ideas – getting your buyer to tell you a story will give you insight into their challenges, their preferences, and their decision making approach. Asking buyers to tell stories also helps build a relationship and build trust. The more you know about the other person and their experiences, the easier it is to connect with them and understand their perspective. There are a few critical yet simple techniques to get your buyer to tell you stories like asking for specific events or prompting their story by asking about a specific problem. Who knows – the next story you hear might help you close that sale or get your idea approved!

Do you agree with these poll results? Let us know in the comments below!

– Mike Figliuolo at thoughtLEADERS, LLC

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These results were originally a SmartPulse poll in SmartBrief on Leadership which tracks feedback from more than 240,000 business leaders. Get smarter on leadership and sign up for the SmartBrief on Leadership e-newsletter.