Example Reflection – Storytelling

Challenge

While interning as a salesperson for an IT & services based company, our team was facing  strict challenges in the marketplace while trying to sell the product since the product was  based on a new technology and due to unawareness of the technology and insufficient  marketing campaigns because of strict budget had made the customers really sceptic about  the product we were trying to sell. There was a major reliability issue and nothing seem to  convince them to trust what we were selling could benefit them. Hence, it was getting difficult  for the sales team to push the product in the market and generate revenue for the company.  Moreover, strict sales target made the whole process really painful since we were not able to  meet the expected targets given to us.

Selection

I resorted to the method of storytelling as it puts the human beings and their experiences  front & centre and the takes the listener along on their journey. The purpose of selecting this  tool was to build a more logical, emotional connection and a larger purpose behind the  process. Moreover, to connect the customers with the product.

Application

The intention behind connecting a storyline with the product was to make the customers feel  attached to the product. Earlier I was trying to sell based on facts, but this time the product  remained the same, and all I did was change my sales pitch and started to sell the product  based on story. The protagonist here was not the product, instead the client I was dealing  with and I took the supporting role to my client. This storytelling technique helped me to learn  about my client’s pain points, perspectives and needs. And this is when the clients opened up  to me, I was able to develop a more meaningful conversation with them. I opened my talks in  a way which made them ponder upon the challenges they were facing currently and how as  a person in supporting role I was offering a product that could make their life convenient. I  also used to quote my personal and my other client’s experience with the product to the new  clients and hence they were able to better relate themselves with the problem my product  was offering a solution to. Interestingly, after a few sales encounters, I was successfully able  to close the deals and to my amazement I was able to meet my target as well. When my team  members noticed this result by introducing this tool of design thinking into my daily process,  they adapted to the same and as a team, we gave considerably far better performance than  what we delivered previously.

Insight & Approach

This tool is amazing! I never would have realized its importance unless I applied it and saw  the result myself. The task which seemed so hectic and pressurizing earlier was now done in  an interesting manner with much better results and deeper relationships with my clients and  customers. It was because I was able to understand my customers in a much better way, I was  able to gain their trust and form a bond way beyond just the business transactions. It was  because of this that the customers felt more connected to the product and saw it as  something that could resolve their issue and hence were happy to buy it and associate with  the organization.

It was because I used storytelling and kept my customers to the front & centre, both the  parties were on win-win. Taking this experience into consideration, I now try to include more  and more storytelling into my process since business in not just about money transaction but  a long term relationships with customers.


Example Reflection – Storytelling Challenge While interning as a salesperson for an IT & services based company , our team was facing strict challenges in the marketplace while trying to sell the product since the product was based on a new technology and due to unawareness of the technology and insufficient marketing campaigns because of strict budget had made the customers really sceptic about the product we were trying to sell . There was a major reliability issue and nothing seem to convince them to trust what we were selling could benefit them . Hence , it was getting difficult for the sales team to push the product in the market and generate revenue for the company . Moreover , strict sales target made the whole process really painful since we were not able to meet the expected targets given to us . Selection I resorted to the method of storytelling as it puts the human beings and their experiences front & centre and the takes the listener along on their journey . The purpose of selecting this tool was to build a more logical , emotional connection and a larger purpose behind the process . Moreover , to connect the customers with the product . Application The intention behind connecting a storyline with the product was to make the customers feel attached to the product . Earlier I was trying to sell based on facts , but this time the product remained the same , and all I did was change my sales pitch and started to sell the product based on story . The protagonist here was not the product , instead the client I was dealing with and I took the supporting role to my client . This storytelling technique helped me to learn about my client ’s pain points , perspectives and needs . And this is when the clients opened up to me , I was able to develop a more meaningful conversation with them . I opened my talks in a way which made them ponder upon the challenges they were facing currently and how as a person in supporting role I was offering a product that could make their life convenient . I also used to quote my personal and my other client ’s experience with the product to the new clients and hence they were able to better relate themselves with the problem my product was offering a solution to . Interestingly , after a few sales encounters , I was successfully able to close the deals and to my amazement I was able to meet my target as well . When my team members noticed this result by introducing this tool of design thinking into my daily process , they adapted to the same and as a team , we gave considerably far better performance than what we delivered previously . Insight & Approach This tool is amazing ! I never would have realized its importance unless I applied it and saw the result myself . The task which seemed so hectic and pressurizing earlier was now done in an interesting manner with much better results and deeper relationships with my clients and customers . It was because I was able to understand my customers in a much better way , I was able to gain their trust and form a bond way beyond just the business transactions . It was because of this that the customers felt more connected to the product and saw it as something that could resolve their issue and hence were happy to buy it and associate with the organization . It was because I used storytelling and kept my customers to the front & centre , both the parties were on win - win . Taking this experience into consideration , I now try to include more and more storytelling into my process since business in not just about money transaction but a long term relationships with customers .