Using Stories to Handle Customer Problems and Objections

November 14, 2016

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In this short video I’ll show you how to use stories to address your customer’s objections and problems.

“You know it doesn’t matter whether you’re selling a product or service or even an idea.
All sales begins with solving your customers problem.

Your customer maybe a few people in a niche market or, if you’re selling an idea, your customer maybe society as a whole.

So let’s look at a couple of examples here.

On the product side, let’s say you’re selling goat milk. The problem that you may have
is that goat milk is nutritious and people should be drinking it but it doesn’t taste very good. So how do you make this nutritious product taste better?

On the other hand if you’re selling an idea, and that idea is socialized healthcare, the problem you may be solving is – How do we create a system where everybody regardless of income can get quality healthcare.

You know, when you’re using stories to sell you need to be very clear about what problem you’re solving and then you can bring in a story to introduce your solution.

So your solution maybe chocolate goat milk, or maybe its government hospitals, but the job doesn’t end there because no matter what solutions you propose, your audience is
going to have some objections – some questions in their mind.

And some of those questions may be – “Are my kids and my husband going to like chocolate goat milk? Or “will the quality of my health care be affected if we move to socialized medicine?”

So the key here is to tell a true life story that actually addresses these objections. If you’re selling the goat milk, maybe you tell a story about how you won your family over and you started selling chocolate goat milk at a local market and it became popular and kids loved it.

On the other hand, if you’re selling socialized medicine, maybe you tell a story about a patient who went into a government run Hospital and it saved their life.

So as you can see no matter what you’re selling stories can help you connect with your customers problems and also deal with their objections.”