Jeff Lerner Review by Dorathy Allen
Review by Dorathy Allen
So here is my story about Jeff Lerner and his training system. I was going on my daily walk where I listen to YouTube videos. I discovered a YouTube ad that seemed really appealing because I am a musician and Jeff was discussing in the pre-sale add that he was a piano player in the past. on my walk I started listening and resonating too many of the things that he was saying and I was hooked. I guess the reason I was hooked was because of rapport so I paid for the $29 training system. I pretty much knew that would be up cells inside cells but I was so intrigued with what Jeff had to say that I went for it anyways. He has a really unique way of talking about success and diagramming things on a whiteboard to prepare you for the next level of courses. I am currently taking the agency program and enjoying what I have learned so far. Even if you can't afford this training there's a ton of useful stuff on YouTube. I would definitely give this training maximum Stars.
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Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale
Audible Audiobook – Unabridged
Paul Smith (Author, Narrator), Audible Studios (Publisher)
4.5 out of 5 stars
Despite all the modern tools available to salespeople the most personal approach is the best.
Storytelling has the power to transform boring presentations into effective connections. It provides information about the products or services with a way that is believable with people, and builds momentum. Stories connect to the area of the brain that makes decisions. are taken.
Paul Smith, author of the highly acclaimed Lead with the Story Paul Smith, author of the acclaimed Lead with a Story, adapts his most- formula to the arena of sales. With the book Sell With a Story Smith, he pinpoints the essential elements that make up the most effective sales narratives and shows how to use them
Choose the best story
Create a memorable and compelling story
Incorporate conflict, challenge and resolution
Utilize the stories you tell to present yourself. create relationships, overcome objections or concerns, enhance the value of your information and bring information to life, generate an urgency and much more.
With examples, skills-building exercises as well as enlightening instances taken from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and other top brands, this comprehensive and practical book gives you the tools to transform your experience into compelling stories that will sell.
Most helpful in expected and unexpected ways, this book is a must read for ALL business people.
Reviewed in the United States on September 15, 2016
I’ve long enjoyed the impact of a story to drive a position, but have never had a model to fully develop a quality story. This genuinely reads like someone that has put in the 10,000 hours plus of bringing the concept into the field, and subsequently perfected the model. The overall model itself makes story development seamless. And this was something that I and my business needed urgently.
This book has helped me both personally and professionally. But I want to speak to the area of greatest impact. As a small business owner, this book is a game changer for two critical problems we’ve faced.
First, we are a company with 40+ years of history. We’ve seen a lot of growth and change in our own industry and the industries we serve. And we struggle with telling the stories of our experiences. We have no repository of any, and when something in alignment comes up in a sales meeting, we have missed opportunities.
At my company, we have a great story to tell overall about who we are, what we do, and why. I've spent the past year struggling with getting something on paper. I didn’t have to read far to get there (page 30), and in ten minutes, we have an elevator story to tell anyone, from the POTUS to my 9-year old niece what we do. Running through our experiences over the years, we have a list of somewhere around 10 different scenarios we face when meeting with a prospect. And we have more than 10 great stories we can have ready at the helm.
Then the surprising, expected, and welcome outcome is solving problem #2. Our second problem is with employee engagement. Among the many wins from this book, this was the unexpected. My partners and I came to realize a year or so ago that one of our challenges of engagement is our need to articulate the magnitude that our employees have on solving problems for our clients. But it is not as simple as saying, “Hey Will, you solved a fifty-thousand-dollar problem today for Widget Co!” For the client, the impact is apparent, but employees in all companies often do not understand the impact of their efforts. But armed with a story, and all the tools imparted by Smith, we now have a powerful way to express our gratitude to our employees.
This book gets right to action. I enjoy that Smith executes the argument for the concept itself flawlessly, and then moves on. I find it frustrating when an author spends the bulk of their content reminding us of the validity of their original claim(s). The examples offered and the execution about each component drive buy-in without you having to revisit the original claim.
This is a book should be on the shelf of every business person that has something worth saying and something worth buying.
45 people found this helpful
The Ultimate Tool to Craft an Effective Story
Reviewed in the United States on July 11, 2017
When I was a kid (before the internet) my dad had a collection of the Time Life Home Improvement books above his workbench. Whether he was finishing the basement or remodeling a bathroom, a book from that collection was always out and the pages dog-eared. He trusted those books to get him the results he wanted.
Sell with a Story is not only a collection of great stories, but is the definitive "How To" of story telling. Just like those Time Life books, Paul Smith gives the novice the step by step instructions on how to craft and deliver an effective sales story.
Buy it. Read it. Put in on your shelf with all your other reference books and come back to it with each new project in your career.
Reviewed in the United States on August 16, 2017
Truly the best book on this topic! It's not the cheapest on the market but it fully worth it.
Sell with a story is full of valuables examples which make all the difference. Usually, those kinds of books give you a whole load of theory, but then it's pretty difficult to visualize how to put this into life.
Thanks to Paul Smith's examples -- Stories, in fact :-) -- I think I got a better idea on how to make this stuff work for me. Highly recommended.
6 people found this helpful
Essential Reading for Everyone Who Sells -- and We ALL Sell!
Reviewed in the United States on November 4, 2017
Paul Smith's insightful, pragmatic book "Sell with a Story" is essential reading for pretty much everyone because we're all in the business of selling no matter what we do: we sell ourselves when we interview for jobs, we sell ideas when we propose new projects, we sell our beliefs and values when we advocate for causes we believe in. Smith, who is both a great storyteller and an expert in the power of story, has given us a hands-on tool kit for discovering our most important stories, applying them to the many different roles we play in our lives, and achieving our goals. The author encourages readers not to skim the book but, rather, to use it -- which I found myself doing from the first chapter on, with highlights, notes and ideas for how I could begin applying his advice immediately in many different parts of my own life and work. I also found myself just simply enjoying Smith's writing; he strikes the perfect balance between clarity and simplicity, between sharing information and having a conversation. It's a good read written by an author who feels like a good friend with immensely valuable advice to share. I recommend it highly.
4 people found this helpful
Already Using This To Build My Stories!
Reviewed in the United States on October 3, 2016
We know how critical stories are in connecting and engaging our customers. But if you’re like me, I struggle with developing and telling stories that are supportive of what I’m trying to accomplish. It’s so much more natural to go to the data, or the facts. But these don’t capture our customer’s imaginations.
Paul’s written a brilliant guide to help each of us leverage the power of story telling. First, he discusses the importance of aligning the story with where the customer is in their buying process/where we are in the selling process. The most appropriate stories in introducing ourselves to prospects are very different than those we use in presenting our solutions, closing, and even after we’ve gotten the order. After that foundation, he goes in to great detail in how to create powerful sales stories.
I tried his approach for a major presentation at for a group of top sales executives. The speech is coming up in a few weeks, but in preparing the speech and practicing it on a few people, incorporating stories has changed the impact and effectiveness of what I communicate. Paul’s guide will be the cornerstone to all my future speeches, and to most of my prospecting calls.
If you struggle with developing and leveraging high impact stories in your sales process, Paul’s book is a great guide to help you learn how to construct your own.
10 people found this helpful
Mike Weinberg | Consultant, Speaker, Author
A Powerful, Helpful, Entertaining Book Covering a Critically Important Aspect of Sales
Reviewed in the United States on August 25, 2016
I firmly believe that this book can help transform your sales results. So much so, that this instant sales classic should be required reading for anyone who sells for a living, leads salespeople or simply finds themselves occasionally having to persuade someone to do something.
As the person who was honored and happy to contribute the foreword to Sell with a Story, I feel like I'm in a unique position to recommend this great book to you. Rather than trying to come up with a new "second impression" after rereading the book, it seemed better to simply post the actual foreword here as a review. This will provide insight as to why I love this book (and topic) so much and hopefully convince you why you'll benefit from it, too.
Paul Smith’s first book, Lead with a Story – A Guide to Crafting Business Narratives That Captivate, Convince, and Inspire, dramatically increased my effectiveness as a speaker and consultant. So you can imagine my excitement upon learning that Smith was applying his storytelling expertise to a new book on my favorite topic – selling.
I spend my days helping sales leaders and salespeople develop new business and acquire new customers. More than any other topic or sales skill, the area where sellers require the most help is with telling their story. Almost every day I am proclaiming to anyone who will listen that “your story is your most critical sales weapon.” Yet, executives and salespeople tend to be awful at storytelling. Just awful. Their stories are boring, confusing, often pointless, and almost always self-focused. In fact, as you’ll read in Chapter 1, according to Smith, many lack the essential components to even qualify as a “story.”
A great sales story changes everything. It causes buyers to put down their defense shields. It helps them relax (Chapter 2). It engages their minds and their hearts by appealing to both their intellect and emotions. A great story builds credibility and properly positions you in the eye of the buyer. Instead of being viewed as a pitchman (see the pearls of wisdom Smith pulled from procurement people in Chapter 25), a compelling story helps you come across as the value-creator, professional problem-solver and consultant you so badly want to be.
Possibly even more important, your powerful story opens up buyers to share theirs (Chapter 5.) Nothing softens prospective clients to answer your probing questions and reveal their problems, needs, desired results, frustrations, and opportunities better than your ability to tell a relevant story in the appropriate way at just the right time! Too often, we blow quickly through the discovery phase because buyers are not forthcoming when it comes to sharing information. Typically, our probing isn’t effective because we haven’t warmed up the prospect, built credibility, or earned the right to ask provocative questions – all things a great story can accomplish for us.
Sell with a Story delivers on the promise of its subtitle, How to Capture Attention, Build Trust, and Close the Sale, by relaying how real salespeople tell stories throughout every stage of the sales process. These authentic stories (of how sellers deploy their own stories when building rapport, presenting, handling objections, closing, and servicing customers after the sale) are worth the price of admission alone.
One of the most interesting facets of this book is that while it’s highly entertaining and easy to read (because it’s filled with intriguing stories!), it also helps you get to work putting these valuable principles to use. Smith implores readers to treat this as a workbook: keep a pen and pad handy; download the templates; identify the narratives you need and then craft them into compelling stories you can use. The author did his homework (interviewing hundreds of people for this book), and he has earned the right to ask you do yours.
If you’re serious about increasing your effectiveness as a communicator and looking to transform your sales results, Sell with a Story is for you. This book empowered and energized me, and I know it will do the same for you.
Mike Weinberg
Consultant, Speaker, and Author of the Amazon Bestsellers New Sales. Simplified. and Sales Management. Simplified.
10 people found this helpful
A Book for Salespeople and Leaders
Reviewed in the United States on October 30, 2016
When I first saw the title I wondered why I would need to read it. As soon as the author Paul Smith shared the story of the experiment selling items on eBay I was hooked. The author shared the results of a test selling items on eBay and how having a story in the description allowed them to sell at a higher price. After reading that I immediately began thinking about situations where using a story would help me be more convincing.
The beauty of the book is how it is also an instructional book to help you learn how to craft and use stories to convey your position. After reading the book I would highly recommend it not just for sales people but anyone who in a position where you need to communicate with others.
11 people found this helpful
I have been selling for 35 years and I sell ...
Reviewed in the United States on January 30, 2018
I have been selling for 35 years and I sell with stories. This book gave me more ideas on how I can incorporate storytelling in my process.
One person found this helpful
Reviewed in the United States on February 11, 2018
No matter if you have sold for a long time or just getting started this will make a difference in your approach to selling.
One person found this helpful
Reviewed in the United States on April 10, 2018
I love this theory, as it makes you take the time to understand your audience and make a connection with them.
One person found this helpful
Great resource for crafting and using Story
Reviewed in the United States on August 2, 2019
Actionable resources for crafting your stories.
Great book! (A useful skill is taught in this book)
Reviewed in the United States on August 16, 2020
People are always telling stories, if the story is good, the person will remember it. A good story is so powerful a stranger can feel connected with you.
Think about Gofundme.... people donate after hearing a person's story.
If you want to sell with stories, this is the one book you need now.
Reviewed in the United States on October 9, 2016
As a storyteller, I naturally love books on the subject. Smith's book is more than a book on storytelling. It is a workbook that you can use to craft the 25 sales stories every salesperson needs (and who knew that you needed that many?). Not to worry about the workload, Smith makes it incredibly easy to work through the stories you already have, crafting them into compelling vignettes you can put to work immediately.
I love actionable books, and this is that kind of book. You will be a better storyteller after reading this book. You'll be amazing after doing the exercises!
10 people found this helpful
Reviewed in the United States on December 28, 2019
Great book
Reviewed in the United States on March 22, 2017
I literally LOVE this book. I have read quite a few sales strategy related books but this one is a classic. I really like Paul's writing style. It is very fluid and easy to follow. I will be utilizing the strategies given in this Gem! Great Job!
2 people found this helpful
Amazing book for sales leaders
Reviewed in the United States on November 19, 2017
This is one off the most practical oriented books I have ever read in my thirty years career as a sales person, highly recommended
One person found this helpful
Learn Multiple Story Types with Examples to Up-level your Selling Conversations
Reviewed in the United States on May 30, 2018
I really appreciated the unique angle that there are many stories to tell in the context of having engaging selling conversations. I think many sellers start and stop with “Success Stories’ but there are so many more to tell (25+)! I absolutely loved the example of how a seller can help a prospect overcome the fear of leaving an incumbent through a powerful story. Many many more examples for up-leveling your selling conversations within!
Reviewed in the United States on June 22, 2017
Captivating and engaging book. Check it out!
One person found this helpful
Easy read that is also very practical
Reviewed in the United States on September 29, 2017
A great book that is both a collection of interesting, easy to read stories and a practical handbook of exercises. I learned a lot more than I thought I would. Highly recommend.
One person found this helpful
Storytelling as a Sales advantage
Reviewed in the United States on October 11, 2017
If you ever wanted to know the how to make sales more effective, read this book