Story Based Selling by Jeff Bloomfield

What is the purpose of the book Story Based Selling?
The purpose of the book Story Based Selling is to improve how you communicate with and influence others using a story-based approach.

What is sales?
Sales is a form of communication, which itself is a form of influencing the decisions of others.

What type of influence do we want to pursue in sales?
The type of influence we want to pursue in sales is mutually beneficial, not controlling and manipulative.

People buy from people they ...
People buy from people they trust.

People trust those they ...
People trust those they like.

People like those they ... with.
People like those they connect with.

What does appealing to logic with facts, features, and statistics lead to and why?
Appealing to logic with facts, features, and statistics leads to a lack of trust and apprehension because it's interpreted by the part of the brain that drives skepticism.

What does effectively using stores, analogies, metaphors, and visuals lead to and why?
Effectively using stores, analogies, metaphors, and visuals leads to a positive decision because it's interpreted by the part of the brain that drives emotional connection.

What happens when you build your story-based foundation on humility, vulnerability, and authenticity?
When you build your story-based foundation on humility, vulnerability, and authenticity, you accelerate emotional connection and trust.

What is the most popular way to connect to others today?
The most popular way to connect to others today is through social media.

What is the downside of making connections with others over social media?
The downside of making connections with others over social media is that it can replace real life connections.

What is leadership according to Stephen R. Covey?
According to Stephen R. Covey, leadership is communicating to people their worth and potential so clearly that they're inspired to see it in themselves.

What are four things that leaders do?
The four things that leaders do are:

  1. Inspiring trust.
  2. Clarifying purpose.
  3. Aligning systems so there's no internal conflict.
  4. Unleashing talent.