This is my single, most-used sales question (by a lot). It's called a magic moment question: 𝐖𝐡𝐞𝐧 𝐝𝐢𝐝 𝐲𝐨𝐮 𝐫𝐞𝐚𝐥𝐢𝐳𝐞 𝐭𝐡𝐚𝐭 𝐰𝐚𝐬 𝐚 𝐩𝐫𝐨𝐛𝐥𝐞𝐦? It is nearly impossible to reply without telling a story. -- When I was selling compensation software, people leaders would often complain that "our employees don't understand their stock options." I'd ask the magic moment question. "Oh my god... let me tell you. Our top engineer Bill got an offer from Amazon that was $10k higher on cash but he LITERALLY left $250k in equity on the table and I couldn't believe it!!!!" Stories sell ;) #sales
Magic moments truly unlock stories that highlight pain points effectively!
Getting THEM to tell you a story makes it real. It's important for the customer to verbalize the problem in story form. Explicitly telling another human being (you) the "magic moment" story helps increase the importance of the problem.
Stories sell because they create emotional connection. When someone shares a moment that made their problem crystal clear, they’re not just giving you context—they’re letting you into their world. That’s where the magic happens. You want the REAL magic moment? It’s when you create a story with the client—help them see a problem they didn’t even realize they had, and then build the solution together. That’s the story that seals the deal. Great reminder, Armand—stories don’t just sell; they close deals. 💡 #StorySelling #SalesWisdom
Love this comparison to investing - that "magic moment" happens to so many when they finally check their 401k balance after years of neglect, or realize they've been paying 2% fees on mutual funds. Nothing motivates change quite like the story of money left on the table. That painful realization often sparks the shift from passive to proactive wealth management in my world!!
Stories will sell, something we should all remember
That's makes sense, the will feel the pain and be super open to try your solution!
Consistent effort and adaptability are key drivers of success in the ever evolving sales landscape.
Comes across like therapy technique to me. So you provide understanding for their pain - already gave something, they feel gratitude. Right?
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4dDidn’t I share that with you? Lol Armand Farrokh