Radiant Pro Selling: A Great Sales Story - Tell it and Sell it!

October 07 2011

Are you sharing stories with your customers? If you’re not, you’re missing out on great opportunities to sell radiant heating. Storytelling will significantly increase your success in any type of sales situation. If you have a great story, tell it, and sell it.

Stories are easier for people to relate to rather than facts and figures. Contrary to popular belief, your customers do not buy solely based on facts, figures, benefits or features. Your customers tend to buy on emotions and experiences. One of the best ways to take advantage of this, and sell more radiant floor heating, is by telling stories.

Which of the following sales pitches about a fictional car has a stronger impact on you?

“Tests show the "Polvo" is one of the safest cars on the road today. It has a 5 star crash rating. It can brake from 100 mph in just 70 feet. It has a crash-absorbing frame, along with the newest high tech safety features available today. If you do end up in an accident, "Polvo" is the car you want to be in.”

- OR -

“Back when he was only 17 years old, my best friend Steven was hit by a drunk driver on his way home from work one evening. This drunk driver was going 60 MPH when he ran the red light and hit my friend Steven’s "Polvo." It’s a miracle Steven lived to walk away from the crash; in fact, he hardly had a scratch on him. He still tells people today that if not for driving a "Polvo" that fateful evening, he surely would have been killed.”

The second example is a more effective way to get the message across to your customer. I’d like to share a few types of stories you can use to effectively sell WarmlyYours radiant heating products to your customers.

1. Success Stories

Share a story about a past customer who wasn’t sure if radiant floor heating was right for their project, was apprehensive about the ease of installation, or was concerned about their budget and operating costs. Explain how successful the project was; how it turned out even better than expected for them. You could then finish strong by saying the customer called in just to thank you for your recommendation.

2. Showcase Stories

When explaining the benefits of WarmlyYours radiant heating products to your customer, try to share a story that highlights the specific benefits you want to express. The example story above showcased the safety of the "Polvo" car. For radiant floor heating, you could showcase the warmth, comfort, luxury, or energy savings.

3. Experience Stories

Reciting a great experience of a previous customer is a surefire way to help you drive sales. A good example of this is a story about a couple who ran into a small issue with their floor heating install over a weekend, and required the job to be finished by Monday. Highlight how they were so happy that all they had to do was simply call WarmlyYours 24/7 technical support, and the problem was resolved and the project was finished on time.

Hopefully these examples have sparked some ideas for your own sales stories. Sharing stories with your customers about past experiences will peak their emotions, and significantly increase your chance of closing any radiant heating sale. Follow my advice: be prepared with a few great stories for your customer, and experience the positive difference it makes.