Sales and Storytelling With Craig Wortmann | Charu Sharma

What's your story?

I came across a job post for a director of sales role on a startup's website, and the required skills and experience section enlisted:

i) emotional intelligence,
ii) self-awareness,
iii) active listening,
iv) conflict resolution.

These are precisely the skills, along with storytelling, that I want to master at this stage of my career, and I am lucky to be in a sales position at LinkedIn. Learning to problem solve, deliver value and communicate effectively as a salesperson will greatly benefit me in any and every professional and personal pursuit in future.

I recently had the opportunity to meet with Craig Wortmann, a three-time star CEO, clinical professor of the award-winning Entrepreneurial Selling MBA course at Booth, and bestselling author of What's Your Story?, a book that looks at how leaders and sales professionals use stories to connect, engage and inspire. Just like my mentors and peers at LinkedIn, Craig advocates for transparency and authenticity while “selling,” and because I remain fascinated by the concepts of selling and storytelling, Craig generously let me pick his brain.

Many leaders and ‘serious' business people still seem to think that story-telling is for kids.
Somehow, many think that business is no place for stories. And, to illustrate their point, you know what they'll do. Yeap, that's right, they'll tell you a story.
Once you realise that story-telling is part and parcel of everyday, effective communications, you begin to use it. But then there's the stumbling block of the personal story.
Bringing your personal story into business is thought of as a ‘no go' zone. And you'd be wrong to think this.
This is an excellent Q&A with Craig Wortmann.

Curated from www.huffingtonpost.com

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