Episode 675 | Storytelling as a Sales Superpower (Book Recommendation)
Startups For the Rest of Us
Shownotes Transcript
In episode 675, Rob Walling interviews Stephen Steers, author of "Superpower Storytelling." They discuss Stephen’s experience in selling and teaching startups how to sell better. They cover Stephen’s storytelling “AREA” framework and the concept of the problem stack. They also talk about when founders should consider delegating sales, the importance of documenting successful sales processes, and using humor in the sales process.
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**Topics we cover: **
1:36 – Start Small, Stay Small
3:21 – Stephen’s book, Superpower Storytelling, and how to tell the story of you and your company
4:30 – Why is storytelling important for startups
7:47 – A valuable background in sales consulting
10:35 – The AREA mental framework
13:21 – The “problem stack”
18:42 – When to outsource sales in your organization
22:37 – The four reasons that businesses buy, consultative selling
28:01 – Using humor to your advantage when selling or as a founder
Links from the Show:
Superpower Storytelling) by Stephen Steers
Start Small, Stay Small) by Rob Walling
Made to Stick) by Chip Heath & Dan Heath
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