JOURNAL ARTICLE

A Great Sales Pitch Hinges on the Right Story.

  • Published In: Harvard Business Review Digital Articles, 2024. P. 1 1 of 3

  • Database: Business Source Ultimate 2 of 3

  • Authored By: Fong, Gina; Choy, Esther 3 of 3

Abstract

This article from Harvard Business Review discusses the importance of storytelling in sales pitches. The authors emphasize the need to listen to customers, make an emotional connection, and think from their perspective. They provide examples of common mistakes made by sales teams and offer three steps for crafting stories that connect with customers: identifying obstacles, tapping into emotions, and telling a different story. The authors argue that a compelling story that addresses customer needs is key to successful sales pitches. [Extracted from the article]

Additional Information

  • Source:Harvard Business Review Digital Articles. 2024/05, p1
  • Document Type:Article
  • Subject Area:Business and Management
  • Publication Date:2024
  • Accession Number:177499835
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