How Important Is It for Your Prospect to Tell You Stories?

There's a whole chapter in the book just on how to get your buyer to tell you stories. So absolutely, the hero, the villain and the struggle have to be relevant to the person you're talking i like that very goodnot we a, the way we ll put those together for salespeople when they're giving presentations is you articulate the problem or challenge you walk through a commendation the hero, make the problem of challenges, te villan the hero, and then the plan result is, it's the outcome on the other side. And it's all about the prospect at's got to be using their language, their jargon, to so that they interact with you in a way that