Show notes
Bio:
Mike is the author of the international bestseller Seven Stories Every Salesperson Must Tell.
Trained as an electrical engineer, Mike had no interest in sales. Until in 1996, he was offered a sales role in Norway ….you can listen to Mike telling that story here.
Mike taught himself storytelling and used it navigate a diverse international sales career:
Selling more than one billion dollars of products and services
…for blue chip corporations: Schlumberger, Siemens, Nokia, Halliburton, Motorola & Spotless
…across Telecommunications, IT, Oil and Gas, Facility Services and Industrial sectors
…while based in the USA, UK, Australia, Norway, Russia, China, Indonesia, Malaysia and Australia.
Since 2014, Mike has been teaching revenue growth storytelling to an ever expanding list of national and international clients.
Notes:
Mike’s story coming out of University in Australia
How Mike got into sales and sales management and training
Why some sales teams perform well and some don’t
Why stories are so important in business
How our brain works and shy stories are compelling
How we use the neocortex to predict what people will say next
Stories are the hardest to predict
If you put something personal in your story, you’re likely to get something persronal back
We tell stories in order to get the other person to tell their story
The process of storytelling works best in groups
The important stories that leaders need to be able to tell
The importance of the company strategy story
The values stories explain staff how we will achieve our goals
A company strategy example from Schlumberger
The importance of practicing storytelling at meetings
The importance of thinking about the outcomes – what is the enduring outcome?
Stories endure in people’s mind and creating a story library would create a legacy
Links:
Book: Seven Stories Every Salesperson Must Tell by Mike Adams
Seven Stories website
For questions, comments and guest suggestions, contact the host, Andy Storch, at storch@advantageperformance.com
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, a Certified Leadership & Business Coach, Accredited Enneagram Professional, Podcaster, and Keynote Speaker.
