Once upon a time a salesman worked for a dairy products company that provided milking equipment for farms. One morning he was trying out his new Taoist sales techniques and he asked an open-ended question to a prospective client “How long cows should be milked?” The farmer paused and scratched his head for a moment and answered “Well………. I guess the same amount of time as the short ones.”
Were you intrigued by this story when it started “once upon a time”? Did it perk your interest? Stories intrigue buyers. Sharing an anecdote allows them to viscerally embrace what your selling. Consider common stories you’ve heard from other buyers.
What are your stories? What are your anecdotes? Do you know how long cows should be milked?
The Tao Te Ching of Sales 