Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature Bernadette McClelland, The Story Strategist and Founder of the StorySelling Philosophy. She is also the author of Shift and Disrupt. Storytelling is the oldest form of communication. Her StorySelling Philosophy is a unique model that takes sales conversations deeper.
The framework consists of 3 interconnected circles: Connection, Conversation, and Conversion. The magic happens at the intersection of these 3. Bernadette unpacks the internal stories that affect salespeople's performance: Identity, Authority, and Money. She explains that the outcomes for each one of these stories are being enough, demonstrating expertise, and expressing value.
Find the intersection between connection, conversation, and conversion - Bernadette: "When you do get to the right level of connection, you need to have the right depth of conversation. When you can get to the right level of connection and your conversations are the right depth, then your conversions will accelerate. So that's not rocket science."
"So that's connection, conversation, and conversion. But where the magic happens is at the intersections. So the first intersection are the internal stories. They are the stories you tell yourself about the buyer. The external stories, the second intersection, are the stories you tell your buyer."
"And the third intersection are what I call the essential stories, and they are the stories you must elicit from your buyer. And they are the stories that are so often missed."
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