I've always thought about storytelling from an entertainment perspective. Of course there's information that can educate within a story well told whether it's a work of fiction or non-fiction. We can learn about ourselves and the human condition from the characters portrayed in a story. But a story still has to engage an audience in order to impart the wisdom, thesis or parable within its context. That's what makes storytelling our greatest communication tool. Little did I realize author Mike Adams has been using storytelling as his most effective sales tool.

Mike has his own captivating personal story as he transitioned from an engineer to a salesperson who has closed deals for multi-billion dollar companies all over the globe. To reach his level of success, Mike had to find a differentiator. His was storytelling.

In his new book, 'Seven Stories Every Salesperson Must Tell' available on Amazon, Mike shares his storytelling philosophy as it relates to the world of sales from first contact to signed contract. Each story is specifically designed for points along the sales funnel to help professionals communicate their company's message while maintaining a human connection to the prospects they're speaking with.

It makes all the sense in the world to use our best communication tool as a sales tool. To make a sale, you have to be a great communicator. But what I appreciated most about our chat with Mike was how he engineered his sales story archtypes. By condensing the core elements of story structure you may find along the path of the hero's journey so famously broken down by Joseph Campbell, Mike's developed a more anecdotal approach business professionals can relate to. That engineering background definitely came in handy!

But as a storyteller from the entertainment side, I could instantly relate to Mike's approaches and they invoked some memorable cinamatic moments I couldn't help but reference. You can hear us talk about one of my favorite film monologues below.

Whether you're a filmmaker, novelist, or business professional, 'Seven Stories Every Salesperson Must Tell' will challenge how you produce your own stories as well as interpret them in your everyday life. It just might be the best thing Mike's engineered so far.

'Seven Stories Every Salesperson Must Tell' is available on Amazon.

You can also visit Mike's company site, Growth In Focus, to learn more about his Seven Stories workshops.

Show Notes:

John and Mark trade stories back and forth with Mike about:

  • How an engineer becomes a salesperson
  • Why storytelling helped Mike start closing deals
  • Why salespeople generally don't say the right things and how storytelling can help
  • The correlation between storytelling patterns and the natural operation of how our brains are wired
  • What Alfred Hitchcock may or may not have completely understood about the human brain at the time of his groundbreaking filmwork
  • Why Mike wrote Seven Stories Every Salesperson Must Tell
  • What are the seven stories? (I'm not telling you, listen to the episode and buy the book!)
  • The similarities and differences between Mike's stories skewed towards sales and storytelling theory from films, television and fiction
  • A little geeky Joseph Campbell talk
  • What salespeople get wrong when they're trying to tell stories
  • Pet peeves about salespeople from salespeople
  • Advice for young salespeople Mike wished he got when he first started

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