From – Tell Powerful Stories

Powerful stories provide emotional reality and authenticity to our communication, developing trust. This is especially important for salespeople, as they can oftentimes be perceived as self-interested as opposed to advocating for the customer. This leads to skepticism.

When illustrating the power of skepticism, I like to tell the story of the “Sunny Day Used Car.” It’s a story we can tell prospects to show we understand their perspective.

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