How to Remove Friction, Be the Fastest, and Win More Deals | Ravi Rajani - 1670

Why do all presentations look and feel the same? Why does it feel like you have to leave your true self at the door and switch into ‘pitch mode’? Why isn’t there more storytelling? These are the big questions our guest Ravi Rajani sought to answer, and he packed this episode with so much of what he has learned. In this episode, your host Donald Kelly and Ravi Rajani get pumped about the art of telling exciting stories in a sales environment – and the energy is contagious!

Understanding “STORY” in a Sales Context

• S: Simplify story-selling: A simple, but powerful story can get attention, tug at emotions, and build trust.
• T: Tactically create your story bank: Include the right kinds of stories in your arsenal.
• O: Obtain delivery mastery: It’s not what you say, it’s how you say it.
• R: Ramp up your MVP story: Practice and fine-tune your story in low-stakes environments.
• Y: Yield long-term success: Over time, build up more stories to become second nature and conversational.

Write Great Sales Stories With The ACORNS Checklist

• A: Attention-grabbing: Be unpredictable to interrupt your buyer’s pattern of thinking.
• C: Contain a relatable person: A listener should be able to see themselves as your main character.
• O: Organically unfold: Keep story arcs simple and easy to follow.
• R: Reveal a villain: Stories with a “villain” have more tension, which gets your listener’s attention.
• N: Nurture trust: The story should be a larger part of building a business relationship over time.
• S: Should add business value: Stories should lead right into your hook, prospect impact, and CTA (call to action).

Using Stories to Incite Emotion

• Bring someone into the room. Rather than narrating, “This happened, then that happened…” Include dialogue.
• Rajani uses highly descriptive, sensory-focused language to pull listeners in.

“What is a story? Let’s take it back to my guy Ralph Emerson. He once said, ‘The creation of a thousand forests is in one acorn.’ I actually believe that the creation of a thousand relationships is in one story.” – Ravi Rajani

Resources

DM Ravi Rajani on LinkedIn with the word “Donald” so he knows you heard about him here!

https://www.theravirajani.com/yourelevatorstory - FREE script for your Elevator Story

Sponsorship Offers

This episode is brought to you in part by LinkedIn.

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This episode is brought to you in part by TSE Sales Foundation.

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Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com