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Facts Tell But Stories Sell

It took me ages to learn this. Today knowing this has turned my sales into a flame that is spreading across this world. There is no known remedy to such fires. They must have their effect fully absorbed by the universe. So, have you heard of this phrase before? That facts tell but stories sell? If you hadn’t, you’ve landed on a gold mine. Let’s dig into it!

What Are Facts?

School has taught us to give facts. You better have the facts right if you want to excel and get that degree. Also, you better have the facts right so that you make that promotion. Or at least get to keep that job. Facts are this answer that has been portrayed as opening to a great life. A fact is something that is known to have happened or to exist, especially something for which proof exists, or about which there is information.

Obviously, nothing is wrong with facts. Of course, as long as all you want to do is tell.  You tell your professor the facts. Or tell your boss the facts. You tell your land lord the facts. Your doctor tells you the facts. But if you are a salesman, you just don’t want to tell. You want to sell!

I often avoid a long and useless discussion… or a laborious explanation said Abraham Lincoln, … by a short story that illustrates my point of view.


(Donald Phillips, Lincoln on Leadership, Warner Books, New York,1992).
Telling Your Story

The dots about stories and facts began to connect for me after I watched a video on how to respond to the excuse of a prospect of not having money to invest in networkmarketing. It dawned on me that the best way I could tell someone that they could afford to buy a package was by telling them my story. You will always find that the network marketing leaders that get people so fired up simply tell their stories. The story they tell makes others want to be part of what they do.

Lincoln was one of the greatest storytellers of all time. Of course, not leaving out the greatest teacher (and leader) ever, Jesus Christ. They understood that to tell people stories was a faster, surer, and easier route to their hearts than anyother discussions or explanations. We just can’t resist something that were late to.

Telling Others’ Stories

Moreover,what people want is a story. Look at the movies we flock to.  And at gadgets we have. Look at the things we are passionate about. It’s because they are a story. If you want to take your network marketing business to the next level, you must embrace story telling. You can do it. I can do it. Anyone can do it.

Earlier on I talked of a story that I tell when one of my prospects gives the excuses of no bucks to kick off their business. Eric Worre says after telling a story, ask a question. It’s exactly what I do. Here is that story I tell:

Story Example

“Look I understand. I get it. For example, whenever I wanted to make a budget, I always found the days to be far too many compared to the money I had. It may not bethe case for you. But I just never had enough money. And when I looked at this opportunity then, for me, I didn’t know if it was responsible to scrape up another $500 or so to start a new business. But let me tell you what I realized.”

“I realized looking at my life that if I didn’t change, nothing was going to change. If I didn’t do something different, I was going to look at the next five years just as I look at the past five years. My life was going by and I needed to do something in order to be able to create a better future for my family. So, I FOUND A WAY. That’s what I did. I realized that it wasn’t really about money. It was about my beliefs; and do I want a better future for my family or don’t I. And I decided I want a better future.”

“Why do I say it was about my beliefs? I was afraid deep inside. That this would fail like most of the things I have attempted in life. I failed in school, in relationships, at sports. I’ve failed at a lot. I could stretch and get that money even in one day. But I didn’t believe in me anymore. I thought it would fail too. I had to overcome that limiting belief on myself. That feeling that I couldn’t do it had to go! I had to believe in me.”

“So, let me ask you a question. If you really looked at this; looked at your options; and saw that if you didn’t change or things didn’t change, your next five years wouldn’t be as you want them to be. And you really wanted change. If you decided that this change was important for you, and believed that you can do it, would you fail to find the money?”

Conclusion

I hope you can see it’s much better to use that compared to trying to challenge one with endless explanations. Stories will always cut through the opposition to the sale you have to make. And one last thing, only posers and amateurs use endless discussions. The professionals in the network marketing industry use stories. Because facts tell but the stories sell.

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ray and jessica higdon
Ray and Jessica Higdon