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In this episode of the Thoughtful Entrepreneur, your host Josh Elledge talks to sales keynote speaker, the author of Better Selling Through Storytelling and The Sale Is In the Tale, \\u201cThe Pitch Whisperer\\u201d John Livesay. 

John and Josh discuss how many entrepreneurs feel like they\\u2019re drowning in a \\u2018sea of sameness\\u2019, as John puts it. What he shares is that you have to be an effective storyteller in order to close sales. You have to stand out from your competition and give your prospects a reason to buy from you; facts and figures during a rehearsed sales pitch aren\'t going to cut it anymore. You have to create real relationships with your prospects and be a great storyteller to earn their business. That\\u2019s what John\\u2019s newest book, The Sale Is In The Tale, is all about. 

Stories are what people remember, so tell good ones. But why are stories critical to connecting with your audience, customers, investors, employees, and more? Stories win because they make you magnetic and memorable, John explains. Most prospects \\u2018interview\\u2019 a few options before making the choice of who they will buy from. When they have that next appointment after the sales call, you have to show them you\\u2019re different from the crowd. If you don\\u2019t stand out from a list of considerations, the prospect will choose the cheapest option. Sell better and stand out through telling captivating stories during your discovery calls. 

You have to sell yourself and your company in a clear, concise, and compelling way. John\\u2019s book Better Selling Through Storytelling is the best book for entrepreneurs just learning about how to pivot into storytelling selling. He explains that this book is a great place to start and learn how this works, whereas The Sale Is In The Tale shows the reader these strategies actually work through a narrative format. These books help you tell a great story through both tactical explanation and, not surprisingly, through storytelling. 

We all have moments where we feel frustrated, disappointed, or rejected. John shares a tactic called the 555 method. Ask yourself if what you\\u2019re stressed or upset about will matter in 5 minutes, 5 hours, or 5 days. Most things won\\u2019t matter in those time frames and many of your daily problems and negative experiences can be filtered out using this technique. The key? When you\\u2019re ready to let go of something that\\u2019s bothering you, you actually have to let it go and not talk about it anymore. Don\\u2019t give your energy to the things that don\\u2019t matter in the grand scheme of life. Focus on the things that will make a real impact over the course of your business and your life. 

John shares another nugget \\u2013 don\\u2019t share testimonials, share your clients\\u2019 stories. Don\\u2019t tell a partial story with your case studies, turn them into narrative opportunities.  

Check out John Livesay\\u2019s website at https://johnlivesay.com/. 

Check out Better Business Through Storytelling at https://www.amazon.com/gp/product/B07NRTKKZ9/ref=dbs_a_def_rwt_bibl_vppi_i1. 

Check out The Sale Is In The Tale at https://www.amazon.com/gp/product/B09R4G61N9/ref=dbs_a_def_rwt_bibl_vppi_i0. 

Check out The Sale Is In The Tale on LinkedIn at