The SCORE Selling Method

Sure, you want to tell your prospects a story that makes you, your talent or your service look good.

But that’s not the primary reason I use storytelling in a sale.

Early on, I want to get the prospect doing most of the talking… about critical issues. And sometimes the prospect needs a nudge, right?

What works for me is to tell a story of a previous customer who had success by working with me.

It doesn’t have to be a perfect story. In fact, the prospect will often say, “Jack, our situation is a little different…” and then proceed to tell me exactly what they want to fix, increase, achieve.

And this is right where you want to be early in your conversations with new prospects, too, right?… listening to your client’s critical issues and big goals.

The right story must have the right structure to get your meetings off to a flying start, with clear purpose and direction.

How do you use stories when you seek to persuade?

I’m not an expat. I’m an immigrant.

Without explaining the difference, one feels it inside. It comes with countless emotions and feelings that evolve over the years… decades.

I know I’ve had it easier than many immigrants in many lands.

But it still comes with highs and lows, struggles and achievements, and mostly… perspective… into one’s soul… and the human condition.

Wishing everyone a meaningful and happy Thanksgiving.

❤️

Well, the cat’s out of the bag, so it’s time to spread the news.

I’ve been working on a screenplay for a “short” with my amigo, director and screenwriter Sergio R Zaurin in Madrid. We’re gearing up to shoot “The Fixer” in October.

It’s modern yet also timeless. It’s hard-hitting and not for the light-hearted.

We were workin’ it this week and meeting lots of cool industry people - many whom Sergio already knows - at “Iberseries,” the largest gathering of film and TV professionals from Spain and Latin America.

This is my fourth major career change. Going into a conference like this, one can easily feel like an imposter, but writing and communicating is my calling. I’ve always felt that. Leaving yesterday, I felt like, “Yeah. I belong here.”

Hey Switzerland, thanks for an awesome month, and for the awesome moonrise send-off last night.

Ciao, Svizzera. Ci vidiamo in due settimane!