May 25, 2020 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Last week I blogged about a useful sales tool called a story-benefit matrix, and why you should develop one for your practice. Just going through the process is beneficial: It forces you to think through a number of different ways your prospective client will benefit by working with you – and gives you an opportunity to help tell an illustrative story that will cement that case.
It’s basic “soft-skills” at work.
But it’s helpful to understand how to build one yourself, so let me help you with that.
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How to Build Your Story-Benefit Matrix
May 25, 2020 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Last week I blogged about a useful sales tool called a story-benefit matrix, and why you should develop one for your practice. Just going through the process is beneficial: It forces you to think through a number of different ways your prospective client will benefit by working with you – and gives you an opportunity to help tell an illustrative story that will cement that case.
It’s basic “soft-skills” at work.
But it’s helpful to understand how to build one yourself, so let me help you with that.
Read more
Why You Should Create a Story-Benefit Matrix
May 18, 2020 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Recently, in my post ”Never Underestimate the Power of a Good ‘Who I Am’ Story,” I mentioned the concept of building a good “story-benefit” matrix. I wanted to take a little time and drill down that concept.
Many salespeople are familiar with the concept of a features-benefit matrix – a handy little cheat-sheet that helps sales and marketing people translate product features into benefits for the customer.
Here’s how a features-benefit matrix works in a nutshell.
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