The first potato chip ever made was intended as an insult.
The year was 1853. George Crum was a chef at the upscale Moon’s Lake House in Saratoga Springs, NY.
One day, a patron complained about Mr. Crum’s fried potatoes. He called them soggy and bland. He sent them back and demanded a new batch.
Mr. Crum did not deal well with the feedback. He proceeded to slice a potato into paper-thin cuts and fried them until they were so delicate you could shatter them with a light pressure between two fingers. Next, he over-salted his new creation and sent it out to the disappointed patron.
The patron? He loved it so much that he ordered a second serving.
The word quickly spread, and soon “Saratoga Chips” were known all over New England.
Today, we have a multi-billion dollar snack industry that simply began as an intended insult.
Next time you see someone eating potato chips, what do you think the odds are of you telling them this story? We say it’s pretty high.
And next, what if we told you all you need to do to close a deal is tell a good story?
Think we’re crazy? Perhaps a little. But science is on our side.
In this post, we’ll examine how a story-based approach can help you communicate and ultimately sell your product or service more effectively.
But let’s start from the beginning. Why the heck do stories work so well?
Why do Stories Work?
Humans have been using stories as a primary method of communication for over 40,000 years. But why do they stick in our memories? Why do we tell them over and over again? Why do they have such a huge impact on us and the way we interact with each other?
The simple answer? We’re wired that way. We store, index, and retrieve information in the form of stories.
Research shows our brains are not hard-wired to understand logic or retain facts for very long. Our brains are wired to understand and retain stories. A story is a journey that moves the listener, and when the listener goes on that journey they feel different. The result is persuasion and sometimes action.
— Jennifer Aaker, marketing professor at Stanford’s Graduate School of Business
That’s right. Evolution has designed our brains for storytelling. When we hear stories, chemicals are released in our brains that make us feel empathy and motivate us to cooperate with other people. This neural mechanism allows us to develop relationships with strangers.
Once a story has captured our attention for long enough, we become emotionally invested. That’s why stories can do something to us that facts and figures can’t achieve. They can move us to tears or change our attitudes, opinions, and behaviors.
When you sell a product, your prospect will start thinking about their current day and their daily challenges. Next, they’ll then start imagining how your product or service will resolve those challenges.
But before we get into all that, let’s consider what it takes to craft a good story.
The Core Elements of a Compelling Story
You don’t have to be a natural storyteller to tell a good story. You need to understand the basic mechanics of it to effectively convey a message.
These are the seven core elements of a story.
1. Stasis
This is the everyday life in which a story is set.
2. Trigger
The trigger is beyond the control of the protagonist and can be either unpleasant or pleasant.
3. Quest
The trigger leads to a quest for a solution.
4. Critical choice
This is when the protagonist must make a tough decision, which reveals their character.
5. Climax
The decision the protagonist makes results in the highest peak of tension in the narrative.
6. Reversal
The reversal is the result of the critical choice and climax. This will change the status of the character.
7. Resolution
The resolution is a return to a new, fresh stasis. The characters should be changed, as they’re now wiser and enlightened. At this point, the story is complete.
Now, we will use the above elements and demonstrate them in the context of our CRM.
The Search for a Better Sales Process (Example)
When Mark started his new job, the company looked very different from today.
Stasis
The individual sales reps fully controlled the sales process. The data was all over the place. Everything was highly time-consuming.
Trigger
As the recently hired Sales Manager, all eyes were on him to make things better.
Quest
So, Mark went looking for a solution. He needed an automated sales process to help his reps be more productive and not spend all their time on admin tasks and data entry.
Soon, he found our inside sales CRM, Close.
Critical choice
After a few calculations, he realized that the investment was a no-brainer.
The CRM would significantly reduce the time his reps spent on calls, entering notes, and writing and sending emails. That time saved would add up to approximately $60,000 per rep per year.
He bought it.
Climax
The following day, Mark introduced the new tool to his sales reps.
Reversal
In the first week, one rep increased his personal sales by 50 percent and others by 10–20 percent.
Resolution
Since then, the trend has continued. The sales reps are more productive than ever and consistently generate more revenue.
This is the story of a real Close customer. Next, let’s look at how you can bring storytelling into your sales process.
How to Bring Storyselling Into Your Sales Process
First things first, what exactly is storytelling?