/ Resources The Power of Storytelling in Sales Ep. 62 - Guest: Matthew Dicks Stories are one of the most powerful tools in a salesperson’s toolbox. In this conversation, author, speaker, and consultant Matthew Dicks returns to the show to share the power of storytelling in sales. He explains the science behind storytelling, highlights the need for humor in business, and discusses how to effectively engage your audience. Press play to learn how to tell stories in a way that creates connections, makes you memorable, and ultimately boosts sales. Here’s why: Stories are 22 times more memorable than a series of facts or bullet points. Stories tap into emotions in a way that pulls people in. Stories create instant connection, turning strangers into friends. Listen Now Amazon iHeartRadio GoodPods More Options Your Host Will Milano Chief Marketing Officer, Integrity Solutions In this Mental Selling episode, you’ll learn: How to build trust through stories The key components of a good story How to know when storytelling is working What to listen for: [05:00] The importance of both adaptability and preparation in sales [08:30] The difference between anecdotes and stories [13:00] The essential components of an effective story [21:30] The role of case studies vs. storytelling in sales [29:30] Signs that storytelling is working in sales [34:00] Storytelling in a group Stories tap into an emotional element that pulls people in. If they can relate to what you’re talking about, they begin to like and trust you. So if you’re a salesperson and you aren’t leveraging storytelling in sales, you’re missing out on creating instant and lasting connections with your prospects. For more of Matthew’s insights on the power of storytelling to make deeper connections with potential and current customers, tune into this latest episode of Mental Selling. Additional Resources From This Episode: Follow Matthew on LinkedIn and Twitter Matthew’s website Matthew’s other Mental Selling episode: (Ep 049) How to Tap Into the Productivity Mindset (Book) Storyworthy: Engage, Teach, Persuade, and Change Your Life Through the Power of Storytelling Raise your Mental Selling acumen with us by following us on Apple Podcasts, Spotify, Google Podcasts SoundCloud, Amazon, GoodPods, iHeartRadio or wherever you get your podcasts. Please rate our show or leave a comment— we value YOUR feedback! SalesHacker and FeedSpot have each also named us as one of the best sales podcasts and Training Industry, Inc. includes us on their Ultimate L&D Podcast Guide. Share This Post: Related Episodes Coaching for Sales Congruence with Derek Roberts, President of Roberts Business Group Guest: Derek Roberts In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 109 May 15, 2025 38:01 Shaping Future Bankers with Duncan Taylor, SVP/COO of Washington Bankers Association Guest: Duncan Taylor In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 108 May 1, 2025 32:44 Selling with Integrity with Mike O’Brien, EVP of Sales at Integrity Solutions Guest: Mike O'Brien In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 107 April 17, 2025 24:00 Meet the New Host of Mental Selling, Hayley Parr Host: Hayley Parr In this Mental Selling episode, you’ll learn: What to listen for: Additional Resources From This Episode: Raise your Mental Selling… EP. 106 April 3, 2025 06:53