Storyteller Outsells 400 Salespeople! Here's How! | JOHN LIVESAY
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"Today, the sale is won not by the salesperson with the best product or service or price, but by the salesperson who tells a story that gets a buyer to imagine new possibilities.
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For today’s episode, I have been joined by the successful John Livesay - Keynote Speaker, Sales Expert, Author - AKA The Pitch Whisperer.
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Better Selling Through Storytelling: The Essential Roadmap to Becoming a Revenue Rockstar Kindle Edition
by John Livesay (Author), Tim Sanders (Foreword) Format: Kindle Edition
4.7 out of 5 stars
The traditional method of selling was to promote an idea or product. The latest method of selling is to entice people by telling a compelling story that is enticing to customers.
better selling through storytelling can help people become master storytellers to be truly passionate about the work they do and come off the roller coaster of self-esteem of only feeling satisfied when their numbers increase. John Livesay encourages readers to abandon selling and turn into storytellers instead! He guides sales representatives and entrepreneurs alike on how to make themselves irresistible customers and what the ideal method to tell a story is to win the yes. From learning how to not be a victim of rejection, to conquering the 3 types of fears Readers learn to accept change with the help of new techniques that help them prepare for the unexpected challenges that might come their way. win the deal.
Excellent and not just for salespeople
Reviewed in the United States on July 2, 2019
There are several reasons I highly recommend John Livesay’s book to anyone responsible for bringing in revenue, funding or new accounts for their company. The key skill John recommends you master, as the title states, is learning to tell compelling stories. John is a master storyteller himself, and he models throughout the book with one example after another how to do that well. I especially enjoyed his creative ideas for setting himself and his clients apart when competing against other vendors.
The book is an engaging read, written in a conversational style and packed with clearly stated, practical ideas you can start using in your very next sales call. For those who don’t like to be seen as a pushy salesperson – or even as a salesperson at all – John offers storytelling as a replacement for sales scripts and other traditional approaches. I will be using many of the questions and phrasing John suggests as a natural way to move things forward or as he says, “to land the plane.” An excellent addition to your library if you’re in a position where you need to persuade someone to invest in your business or buy your products and services.
3 people found this helpful
This book is chock full of great ideas for pitching anything
Reviewed in the United States on January 8, 2020
First, I loved the practical advice with great examples. One of my favorites was to think like your buyer - “What gives them joy?” This is a great lens to use when communicating with anyone.
Some other aspects I especially appreciated:
- Sometimes have to stick your foot in door as long as not barging in
- How to sell benefits instead of features
- What being empathetic really looks like
- Flip “we” statements to “you” statements
- How to create a warm introduction for your own teammates
- How to handle objections by creating space in the conversation and closing a loop
Several frameworks are hidden throughout:
- Key components of a story
- Four story genres in business
- The ladder from Invisible to Irresistible
- 5 principles to getting to Yes
- Objection handling through “feel, felt, found”
- Slide deck template for startups to pitch investors
- Presentation Dos and Don’ts
- Body language and how to be a great presenter
And, the Quick Reference Guide at the end summarizes the key takeaways from each chapter.
Bonus feature is that John shares insights from a myriad of his podcast guests. Feels like you get the best ideas from a wide range of people.
3 people found this helpful
Stories + Generosity + Kindness = John Livesay (MUST READ BOOK)
Reviewed in the United States on November 20, 2019
After hearing John speak at a local event in Los Angeles, I wanted his book. This guy just "gets it."
However, what makes him special as a speaker and a trainer is not just that he's a great communicator but that he really cares. I was invited to a lunch with him and he shared 4 key things I could shift in my presentation style in order to use stories more effectively.
He did this without an agenda just to be sincerely helpful and generous.
In addition to what he helped me with, he also assisted a younger fella just starting out in business on how to leverage his youthful successes into speaking gigs and selling into audiences that might be twice his age.
Not only does he know business, sales, and stories, John is extremely generous and proves that you can become brilliantly successful by sharing and giving fully of yourself.
Get your popcorn ready! (And your notepad, too)
Reviewed in the United States on July 8, 2019
That's an odd thing to say about a book on selling, but John is such a great storyteller, you'll want to have your book in one hand and a bucket of popcorn in the other! (And then have a notepad and a pen -- that you can still grip with buttery fingers -- nearby because I guarantee the ideas about how you can apply John's lessons to your business are going to flow.)
One of my favorite takeaways: his framework for climbing the ladder from invisible to irresistible. It sounds so obvious, but it's such a great reminder to slow down and take note of where you are in a prospective client's eyes so you can then decide on the best strategy to move the relationship forward. For instance, if you're still "insignificant" in the prospect's eyes and you jump right in to close the sale, then don't be surprised when they dismiss you. When you're patient and strategic, though, taking all the right steps -- which John will guide you through -- to become "irresistible," then they're going to WANT to work with you... to the point that they may even say, "so how do we work together?!"
If you're someone like me who never saw yourself as a salesperson, John presents an approach that is more "human" if you ask me, so the process is fun AND rewarding -- for all parties involved.
In addition to the great stories and the practical lessons, I also appreciate that John keeps it short and sweet. You can get through the book over a weekend -- or even a roundtrip flight -- and have actionable ideas for your next sales call.
Enjoy the read!
Valuable for sales and marketing and so much more!
Reviewed in the United States on July 13, 2019
I love Better Selling Through Storytelling on so many levels...John Livesay has a unique approach to empowering people to be the best they can be in sales and beyond. This book contains great tools, tactics, and advice on sales and pitching techniques and approaches. These are valuable to people at all different levels of sales and marketing, but also in life. John has a wealth of personal experience that he brings in, but he also taps into the teachings of experts in their fields across each rung of the ladder he takes the reader up. Additionally, John brings a spirituality and core understanding of the human experience that takes the reader deeper to reflect on their personal experience and identify ways to use that to build their own confidence in life while strengthening them professionally. I have shared so much of what I learned with people across multiple industries as this isn’t just about sales and can be so helpful in building relationships and rapport with people in multiple industries and in life.
I cannot recommend this book enough and know I will refer back to it often for different moments and needs.
Understanding how to pitch yourself
Reviewed in the United States on July 4, 2019
Though I don't work in sales, this eminently useful book showed me how I most definitely am "selling" myself in many aspects of my work and life. It presented a primer on how to figure out and communicate my "story" and the stories of my successes in ways that are authentic, convincing and compelling.
It significantly changed my view of how I might present myself to others who I want to be in business with or just successfully present myself to. And it inspired me to delve deeper into ideas of how to do that which I had never considered before, resulting in increased confidence about my story and why people who hear it would want to "buy"!
John comes from a very successful sales background and I've seen him speak. He is the real deal, and I can imagine his insights here helping anyone!
Highly recommended.
Perfect Book at the Perfect Time
Reviewed in the United States on August 22, 2019
I loved this book! As a story teller myself in many different realms (film, books, spoken word), I really appreciate the importance and power that a great story holds and can reach people. As a burgeoning yet sometimes reluctant speaker this is the perfect book for me to look at storytelling in a different way and to incorporate the proper tools to really reach an audience by tapping into emotions and experience in person. Perfect book at the perfect time for me.
Connecting Dots from Storytelling to Sales
Reviewed in the United States on July 17, 2020
John Livesay's book helps build the bridge from the knowledge transfer technique of the ages, storytelling to the business imperative of sales. John weaves in anecdotes that demonstrate effective ways to incorporate stories in the flow of communication between salespeople and prospects / customers. John does a wonderful job of synthesizing the process into a few key drivers that will strengthen sales effectiveness. The book contains some valuable How-To sections and a very helpful Quick Reference Guide. The book is well-written and leaves you with strong takeaways, just like a good story. Highly recommended.
Must-read book on sales and storytelling
Reviewed in the United States on May 20, 2020
Your story can be told an infinite number of ways—do you know which one is going to be most effective to help you connect with your audience and close sales?
John Livesay’s book breaks down storytelling as a sales tactic in a way that is friendly and approachable.
I have been enjoying this book with my morning coffee (see picture) and implementing the strategies he shares in my business on a daily basis.
So far, I have found that my story is becoming clearer and I am better able to adapt my story to connect with any audience. Since using this book and share more of my story, I have seen a sharp rise in business inquiries and people from all areas of my life reaching out to say they noticed the difference in how I share stories that connect and ultimately sell.
Highly recommend this book for anyone who wants more sales and a larger / more connected and engaged audience.
Reviewed in the United States on July 2, 2019
I'm so thrilled about this book.
John Livesay is a master storyteller. As a producer for TEDxWilmington, where John gave his TEDx Talk in 2018, we've had 32 events and 490 speakers in seven years.
Only four have crossed 1 million views, and John's talk was one of them! How?
Storytelling. No one knows the craft better than John :)
Great Start to Reset the Mindset for 2020
Reviewed in the United States on January 3, 2020
If you are in Sales, this book is a great way to start your 2020 year!!. Great new concepts and perspectives to overcoming objections and becoming an irresistible YOU! I read this on New Years eve, and wanted more! So I picked it up again on day one 2020 to review and go deeper. I feel this storytelling concept approach puts us in the moment, creates REAL relationships and authentic connections. Im looking forward to the next level with John, my new personal Pitch Whisperer, and begin constructing, perfecting and prospering from my $OLD PITCH! Thanks Pitch Whisperer! xoxo, brooks
Reviewed in the United States on July 2, 2019
As a business owner this book has amazing points to help you find more clients and understand why storytelling is key to this aspect of selling yourself. I love finding a way to be memorable and true to myself. Definitely recommend this book if you want to shine in your industry.
2 people found this helpful
This book will change how you think about selling ANYTHING!
Reviewed in the United States on July 8, 2019
John Livesay is a Master in the art of storytelling. Not that he just "spins a good tale" but rather he helps you break down all the essential components of the story so that by the time you have crafted your message through story, the customer or client, is so engaged that they are ready to buy. I also found this book helpful in my personal life, especially with my kids. They seem to respond to storytelling quite well ( added Bonus)!
Invaluable Lessons - Great Real World Examples
Reviewed in the United States on July 2, 2019
I really enjoyed Better Selling Through Storytelling. Details of how to ensure your customers are thrilled, complimented by recounting experiences that made me smile - and really drove home the lessons. Great book!
One person found this helpful
The BEST Speaker Turned-Writer
Reviewed in the United States on July 2, 2019
I saw John live and he completed rocked my world as far as infusing my personal story inside my business, EvolutionEat. The problem with most speakers is that they can't write! John is the rare exception and halfway through, I find myself having pages of notes already written down. Thank you John!
2 people found this helpful
Engage your customers, audiences or employees through stories
Reviewed in the United States on August 11, 2019
Fresh, relatable insights that show how story telling can accelerate sales by tapping into emotions and experiences that matter to today’s B2C and B2B customers. John loves his craft and he breaks it down for others to learn.
Storytelling is the best way to achieve goals
Reviewed in the United States on August 27, 2020
This book is on my desk for reminders to use the storytelling tools here for better success in my sales job
Demystified the art of story telling
Reviewed in the United States on July 2, 2019
This book has answered a big question for me about how to tell a great story! The authors insights are amazing and he makes the process so easy. Thanks, John, for sharing your secrets. I know it will make a BIG difference in my bottom line. An A+ piece of work.
Reviewed in the United States on September 15, 2019
I ordered the book you recommended recently and read it tonight on my Kindle. It was informative and it reminded me of things I had forgetten, and some new ways to deal with people.
Delightful read. I took nine pages of notes. Loved his stories.
Storytelling is the most essential skill for a leader to develop today. John is a master of this.
Reviewed in the United States on July 22, 2019
John provides simple, actionable teachings and stories that immediately make you a better storyteller, salesperson, and leader. This book will bring more wealth to your life and profit to your business.
I recommend this book. It’s that simple.
Reviewed in the United States on November 2, 2019
John Livesay’s writing is on brand with the book’s title. He shares CRUCIAL lessons wrapped brilliantly in stories from his own experience; paying it forward to the next generation of keynote speakers and start-up unicorns. Great read!!
It's about being a progressionist and not a perfectionist
Reviewed in the United States on March 30, 2020
John did a great job on this book with a lot of useful information to take away from that helped my sales approach. There is a sentence in the book that changed the way I go about my life. "It's about being a progressionist and not a perfectionist"
Brilliant for the sales/business development executive who wants to stay at the top of their game
Reviewed in the United States on July 2, 2019
I read this book in preparation for my podcast interview with John. The book was well written with lots of stories and anecdotes from John's life as a career salesman/marketer. This book gives you a definitive tool kit on how to craft a better sales pitch by incorporating storytelling. You'll not only be able to create rapport faster with your prospect but you'll carry them as a willing passenger on the journey to purchasing your product/service. I've implemented John's advice in the book and as a direct result i've closed high ticket B2B deals that would usually take 6 - 9 months to close. I cant recomment this book enough
One person found this helpful
Different from other sales books
Reviewed in the United States on September 18, 2020
This book is a fun read, but it also approaches persuasion and marketing differently from other sales books. Livesay focuses on moving one's audience through five stages of the way our audience sees us and our message: invisible, insignificant, interesting, intriguing, and finally, irresistible. Livesay shows that different approaches are needed to move through each of these stages. He provides story examples of people using persuasion to move through these stages. So often sales books focus on how to overcome objections and structure a message, but Livesay recognizes the importance of how people see you, and how that perspective affects your influence with them. This book is useful, insightful and short. Livesay respects his reader's time by getting to his point.
John broke free of the archaic approach to sales. I believe he was ahead of his time..until NOW!
Reviewed in the United States on March 28, 2020
For some reason, the world has continued "product dumping" and creating fear based sales models convincing the population that they NEED "X" product. Consumers feel slighted and don't know why.
I believe that John's heart-centered, approach builds a deeper connection through storytelling and allows you to attract a more organic, loyal, interactive consumer who actually connects with the story being told.
This way there's no product dumping necessary and the "closing ratio" will be much higher because the consumer that is presented with the product or service already feels a an energetic alignment which allows for an easy, organic energy exchange.
Most people aren't understanding money as an energy exchange yet. However, that perception is rapidly shifting and John Livesay is at the forefront!!
Find your story from you heart and you will find your ideal consumer.
If you want to emerge from recent events with the new world of sales and energy exchange, you NEED TO READ THIS BOOK!!
Reviewed in the United States on December 27, 2019
With choice overload and time at a premium, John's "Better Selling Through Storytelling: The Essential Roadmap to Becoming a Revenue Rockstar" is a must read for anyone who wants to build relationships and achieve sales growth. The book is written in a clear and helpful style. It is filled with actionable guidance. We are never selling, but always selling ourselves. If you are looking to refine your approach, improve your efficiency, or inspire those on your sales & marketing team, this book is highly recommended. Keep up the great work, John and looking forward to your next keynote!
Reviewed in the United States on July 3, 2019
In a world of instant gratification (thanks mobile), those who can capture and keep attention always win. Our team has been obsessed with story-selling lately and I purchased this book for some refinement of our various pitches. Already through chapter 1 and am excited to implement some "talk triggers" into our campaigns (giving or doing something extra that makes WOM easy to happen). Love the archetypes of the RAGS TO RICHES, QUEST, the REBIRTH, and the STAY OR GO story. Excited for more!
One person found this helpful
Reviewed in the United States on October 4, 2019
How can you possibly sell without telling a compelling story and taking the time to listen to your potential customer's stories. The truth is most don't and this is the roadmap to refresh, remind, and build your story telling and story listening skills!
Reviewed in the United States on July 3, 2019
This book was incredibly well written. As a business owner, it really helped me to think about selling and pitching in a whole new way. Using storytelling as a tool in this way is very powerful. Props to the writer - John Livesay, great work!
One person found this helpful
Reviewed in the United States on July 1, 2019
This novel approach of capturing the heart and then the mind of potential clients is a game changer for me, transporting me from invisible to irresistable. This book is an enjoyable read and left me with serious sales tools that I am already using to my financial advantage..
One person found this helpful
Reviewed in the United States on October 4, 2019
I love this book! I was feeling stuck with my marketing and sales approaches and this book helped me to see and approach things in a different way! I am excited to apply the principles of storytelling covered in this book! It’s a fun and inspiring read!
Storytelling is the way to grow your business!
Reviewed in the United States on September 27, 2019
This book is a must read!! I have been in sales forever and this is the future!! The old way of selling is pushing out information. This book gives you the new way of selling which is to tell stories that pull people in. John's Invisible To Irresistible ladder is a great road map to grow your revenue! Grab this book NOW!!!!
Reviewed in the United States on May 21, 2020
I got introduced to John from Art of Charm podcast and did more research on him. Bought his book because I know that storytelling is an amazing tool for both business and personal. Because you have to know to sell yourself to be magnetic. I applied what he taught everyday now and it really up levels my mindset!
Great Read from an Insighful Author
Reviewed in the United States on July 10, 2019
I have the paperback version of the book, and am pleased to see the positive reviews on here, as the author deserves them. Storytelling is at the forefront of almost all business stories, and the art of selling requires more a modern approach like this given the competition in the current marketplace. A great read for anyone in sales and story telling for that matter.
Read it and use it and succeed!!!
Reviewed in the United States on July 4, 2019
This book is simply a MUST READ!! give it as a gift to those that need the skills to communicate without the "hard sell". The author knows how to be human in a world where the human touch is in dire need!! Buy it, read it, implement its lessons!!
Reviewed in the United States on February 25, 2020
This book lays out the guidelines to a great story so well! I have not only been able to apply this to business, but to my personal life as well! Finally, I feel like people aren’t falling asleep as I tell them about my life.
Reviewed in the United States on July 2, 2019
Though the title implies this book is great for people looking to learn about selling (which it is) , the ideas John shares are applicable in all areas of our life. Let's face it...everyone loves a good story.
Amazed by all the valuable info!!
Reviewed in the United States on July 19, 2019
I can’t recommend this book enough! If you think you know anything about selling, reading this will blow your mind. I used to get a bit stuck when pitching myself, this book is everything I needed to solve my problems! John Livesay is a genius, so much knowledge, left me speechless!!
Many applications for effective sales through storytelling
Reviewed in the United States on June 24, 2020
Found the Better Selling through Storytelling is very powerful to open minds and hearts in our business and personal lives. Great stories inside the book on selling with stories!
A must read for those who don’t like hard selling, but still need to convince people to buy.
Reviewed in the United States on August 19, 2021
This book is perfect for entrepreneurs and sales people who want to close deals without pressuring prospects unnecessarily. So many great tips.