#1 International Bestseller
It all started when…
In 2014, Mike Adams co-founded the business consulting company Growth in Focus with Sue Findlay and David Black. Our objective, vaguely stated was to ‘solve the unprofessional mess that is the sales profession’. We tried all sorts of services; recruitment support, conversation skills training, prospecting skills training, voice tone training, sales strategy consulting and even CRM software consulting…
The results were underwhelming. A simple post service six-month check was all it took to realise that our impact had been minimal.
But then in late 2015, Mike experimented with teaching storytelling. Mike knew that he’d always told stories in his sales career and that they’d persuasive power but he’d never considered teaching storytelling as a distinct service.
The results were amazing! The follow-up six-month check revealed that the stories were remembered and they did important work. We started hearing how stories were winning deals.
And it wasn’t just salespeople reporting success. We ran several public story workshops and many attendees were technical and professional service types. Storytelling was just as effective for them!
By September 2017, Mike realised that the only way to spread the message of storytelling for revenue growth was to write a book. A daunting thought. Mike knew enough about himself to make an irreversible commitment to the project and hired Kath Walters as his book-writing Sherpa.
Seven Stories Every Salesperson Must Tell was published in July 2018 and has achieved international best-seller status in the United States, United Kingdom and Australia.
Testimonials for Seven Stories
Mike Adams has written a timelessly brilliant book for everyone who seeks to lead, influence or sell. He makes the profoundly simple point that "You’ll sell more and you’ll sell better when you tell and share purposeful stories. Mike has real world experience and has sold more than a billion dollars himself. I highly recommend this for anyone in leadership or sales regardless of their level of experience.
Tony Hughes, CEO RSVP Selling, Author: The Joshua Principle and Combo Prospecting #1 LinkedIn B2B Sales Blogger and Influencer
Sales has changed so much. Sellers now need to capture the attention of future buyers quickly and in ways they didn't have to before. I appreciate Mike Adams' book "Seven Stories Every Salesperson Must Tell" because most sellers do not have a group of stories at the ready nor do they tell enough stories to get buyers interested and excited. As Mike says, "Stories are the secret weapon of the best salespeople." It is so true. Not only does he tell you what types of stories to tell, but he provides the "how" - with a framework and a story builder template. As a big fan of TED and The Moth, I've learned that telling stories is a craft, much like selling itself. When one can incorporate the fundamentals into sales opportunities that Mike guides you on, there is no doubt in my mind that more deals will come to closure and d your company will be differentiated.
Lori Richardson, President, Women Sales ProsCEO, Score More Sales
Mike Adams' Seven Stories Every Salesperson Must Tell is a brilliant handbook on storytelling for sales professionals that delivers the key elements missing in other works to make this highest form of selling both intuitive and actionable. Highly recommended!
James Muir , Author ‘The Perfect Close: The Secret to Closing Sales and VP Executive Sales Training, Nextgen
If you are in sales and have not read this book by Mike Adams (https://lnkd.in/eQpHr2U) you should.!
You can purchase it on Amazon here: https://lnkd.in/eTGfbzv In one section of the book Mike explains just how important it is to share real customer stories to establish credibility, earn trust and create more meaningful connections with your buyers. The section below also quickly explains the difference between case studies and real customer stories. Mike explains that case studies are not stories. That's why they fall short. They fail to put the customer at the center of the conversation, lack emotional content and don't follow a story narrative. Great book Mike! Highly recommend it to all sales professionals. www.storydimensions.com
James O’Gara, CEO and Founder at OnMessage and StoryDimensions
True story. My twelve-year old daughter asked me what it takes to be successful in business. I reflected and responded that you must be alert to trends, street smart and be outstanding at sales. Selling yourself, your company and its key products. These things are not taught formally at schools. Story telling is a fundamental part of selling. We all recall the sales guy that could break the ice with a joke but its not the punch line, its the way a story is narrated that really matters. I highly commend Mike Adams book on story telling. Even for my twelve year old.
Michael Givoni, Portfolio Chairman, Chairman at First5minutes, Winslow Construction and BSA Ltd.
In an era where we need to simplify the complex, storytelling is the conduit. This book brings insights and data together and shows us how to think differently and convey those thoughts effectively. Its about bringing back the long lost art of true communication stories! And its a great primer for all business people especially those who have a role to generate business.
Bernadette McClelland, Author and CEO at 3 Red Folders
For years the art of storytelling has been underestimated or gone unnoticed. Finally a book that calls out story telling for its relevance, power and potential in the business world. Mike’s honesty and expertise in nailing and teaching the finer points of the perfect story is a great guide for all levels of sales professional to hone and adapt their story telling skills to gain relevance, credibility and significant business outcomes, as well as build better connections with customers and stakeholders. ...when you listen to another’s story carefully, with an open heart, the truth of the character shines through.
Cheryl Robertson, State Director WA, Microsoft Australia
Of the thousands of sales books written every year only a few stand out as ground-breaking - only a few will stand the test of time. Mike Adams book Seven Stories every salesperson must tell is one of those. As the title would suggest it is peppered with compelling true stories that reinforce why storytelling is an essential sales skill and why we need to prepare and practice our seven stories. And most importantly Mike Adams tells us how. He provides a very clear and structured approach to creating, practicing and delivering our stories, each at the appropriate time in the buying journey and sales process. This book is an outstanding read and the best sales storytelling book I have read.
John Smibert, Founder, Sales Masterminds APAC and CEO Custell Strategic selling Group
What’s your story and will anyone care? We have all heard the compelling story that moves us to action. After hearing the story we’re left thinking how our own experiences are not even worth remembering let alone share with others. We’re left thinking there is zero probability of ever using a great story to help close a sale. Mike Adams in this book unlocks the secrets to creating and using stories with customers. The book comes alive because it’s his story, you learn through him sharing his own sales journey.
Mark Hunter, Author of High-Profit Prospecting
The ability of a sales person to tell stories while they’re selling is extremely powerful. Mike Adams does an excellent job providing a framework that leads sellers to success. He discusses the key elements to stories and the importance of sharing these with prospects rather than boring case studies with bullet points. The bottom line: stories work! Adams shows how persuasive they can be when done right.
Mike Shulz, Author Insight Selling and President of the RAIN Group
A masterwork Seven Stories is a masterwork. Mike Adams has delved deeply into a subject that is at the same time fundamental to sales success and yet is either ignored or paid lip service to by most sales methodologies. It’s long been apparent to me that top sellers tend to be highly effective story tellers - but the secrets to their success have proved hard to encapsulate into a formula that can be copied by their peers. Mike’s groundbreaking book offers every intelligent sales person a flexible framework that can equip them to be consciously competent in this essential sales skill.
Bob Apollo CEO Inflexion-Point Strategy Partners, 5, Stars Amazon UK
A highly practical and engaging guide on how storytelling can create both positive customer experience AND a competitive advantage in any crowded market. We all know storytelling works. Mike�s provided the best guide to how to make it work I’ve seen in 30 years of sales globally.
Dean Mannix, CEO SalesROI and SalesITV
The black art of sales has always been about connecting with people and conveying a message that will influence behaviour. Working out what separates the A-Grade sales person from the C-D Grade sales person has always been a mystery but intuitively the hidden (or overlooked) ingredient has everything to do with the sales persons ability to connect with another human, and then (connection made) being able to paint a picture that is both compelling and memorable. Mike Adams hits the nail on the head when he states that effective story-telling is the most important ingredient that creates A-Grade sales results. At a time when sales under-performance is rife, and when buyers now demand more from each and every engagement with a sales person, story-telling is now arguably the most important skill in a world where buyers are proactively blocking blanket corporate messaging. As Mike says, stories engage the emotions, and being able to impart the right story at the right time in the buying journey is now a big differentiator for sales people. Mikes book is not only right place, right time with the right message, but its undeniably accurate and supported by the science that Mike articulates so beautifully. Mike’s 7 Stories Framework is not only elegant but its simple enough for every sales person to embrace, and when they do, they will take their sales results to a whole new level. For sales people, the winners and losers of the future will be determined by their ability to use stories. This book is a must read for EVERY sales person in 2018 and beyond.
Graham Hawkins, Founder and CEO SalesTribe
How did a former Engineer sell over $1 billion worth of business during his sales career? This book. It's a must read for sales people.
Matt Wanty, Author, The Lost Art Of Cold Calling and Founder at Subroot
Story telling is rapidly becoming a lost art in sales, which is ironic since stories, metaphors, and anecdotes are much more likely to be remembered long after the facts have been forgotten. Kudos to Mike Adams for shining a light on this very important selling skill.
Tom Freese, Author, The Secrets of Question-Based Selling, and President QBS Research
Great business relationships are formed when company values are aligned, and integral this is the ability to share your company’s focus and vision. Mike Adams has years of experience in complex enterprise sales and distils his learnings into a framework that helps salespeople construct their company macro story, and support it with shorter, meaningful explanations of how and why to work together. It’s a crucial skill that’s helps establishing trust, rapport, and the foundation for lasting business relationships. This book is a fantastic resource for sales and marketing professionals."
Lee Bartlett, Author The No.1 Best Seller
Stories Sell! Use Them! Mike Adams has written a brilliant book on the value of using stories by sales professionals. It’s a known fact that people remember stories far more often than they remember facts and numbers. When sales professionals add stories during the buying process, they build credibility and trust and they influence behavior. In his book Mike describes the essential elements of a good story and when to use them. This is a book that sellers will want to read more than once and it’s one that they will refer to often. I highly recommend this book.
Thomas. J.Williams, Author The Sellers Challenge, 5, Stars Amazon US
A truly great book about using stories in sales I have read an awful lot of sales books, even wrote a few. I’ve even read a number on using stories in business and selling. Seven Stories is different. It not only shows you why stories are important (most stories-as-a-sales-tool books do that), it tells you what kinds of stories to use at what parts of the sales cycle and how to create them effectively. I picked up an advance copy of the book at a time when I was working on a new sales cycle for a new project. The project was going well but needed to go better. Some of the stories I was able to craft using the book as a guide fit right in and boosted engagement and conversion almost immediately. If you are looking for a well written, entertaining and eminently practical, tactical and extremely useful book about how to use stories to boost your sales results, give this one a try. I’m quite sure you’ll be happy that you did.
David Masover, Author Mastering the Sales Process, 5, Stars Amazon US
An engaging guide to story telling Thanks for sharing your story Mike. An extremely intuitive read and a great guide to improving ones communication skills. As you continue the journey through this book you are continuously reminded as to how important stories are in building strong connections. I highly recommend that everyone should read this book, even if you are not in sales.
Richard Bridel 5, Stars Amazon AU
The best book for connecting with your customer, creating rapport and building trust This may not be the only book you’ll ever need to read if you want to be successful in sales, but it is certainly the one you can’t do without. If you,re worried about how the internet will devalue the role of the sales person - read this, switch off your email and go see your customers. This is not a book about how to progress a sale through multiple buying influences and how best to stick red flags onto a chart. This is a book that helps you connect with customers in a human way. The bigger the account, the more important the sale, the more formal the procurement process, the more important it is for you to read this book. The book draws on many examples from the author’s experience and like him, I have worked in B2B sales in many countries and, crucially, I’ve been on the other side of the table buying large programmes of work. I’ve always known there was a special something about the connection that was made between humans, call it rapport, call it empathy whatever it was that special something was there. As a buyer I always wanted to give the business to the guy I thought could deliver, but also the guy that would stand up and be counted-on to get it fixed when things got rough (which in a big implementation it always does). That connection came from a position of trust. Until now I had no way to codify that special something that creates that bond. This book has explained what I have been learning about and observing for 30 years, but never thought could be codified. The author shows how stories can be used as structure to convey information. He not only gives anecdotal and intuitive evidence but also refers to the latest research into neuroscience and anthropology to explain why the methods work as they do. But this is not an academic work it translates all those theories into a practical set of steps to define the type of stories you need (no prizes for guessing that the magic number is seven). It also explains how to construct a good story, how to practice and refine it and how to deliver other people’s stories (like the founding story of the company). This is ground breaking, and the best book to help you grow and become a great sales person. Its the best book I have read in this category for over 25 years.
Gareth 5, Stars Amazon UK
Understanding what the very best sales people do naturally - telling the right stories Mike outlines the power and relevance of telling the right story at the right time to build relationships, rapport and ultimately to close deals for the benefit of all stakeholders. Seven stories helps put a framework on building our library of stories and knowing when to use them for what purpose. A valuable book for everyone as well as entertaining to read.
Steve Gallagher, Investor, ex-CEO Vix Technology 5, Stars Amazon AU
A skill sellers need today - highly valuable Sales managers and leaders have been telling salespeople to be 'telling stories' in their presentations and interactions for years. The question was always what stories and how. Mike provides a clear path to how to and what.
Amazon Customer 5, Stars Amazon AU
A good sales person needs to know how to tell a story and engage their customers... This book should be required reading for anyone in sales at all levels of experience. A good salesperson needs to be able to tell a story and to engage their potential customers. In this book Mike talks us through real stories at different stages of the sales process from connecting with the customer to closing the deal. Seven stories is a book that I am confident will help bring success to any sales person!
Paul Darcy 5, Stars Amazon UK
An excellent must-read guide to being effective As Mike himself says in the introduction - the world was hardly waiting for yet another sales manual - this is different. The book itself perfectly demonstrates the effectiveness of story telling by vividly illustrating the technique and pulling the reader into the process. I am normally a confirmed sceptic when it comes to books on sales techniques as they tend to be too specialised and parochial to be useful, but Mike has produced a gem. I thoroughly enjoyed reading it - and learned a lot !
Mark Elliot 5, Stars Amazon UK
How to tell stories that help build the dream for your clients is what you will get with this book. I don't fall in love with a lot of books. but this one, I couldn't put down. It is an easy and engaging read with tons of ideas on how to engage your buyers by telling stories highlighting the challenge your clients face and the solution you provide is foundational to creating real connections and more sales. Learn how to do this right with the Seven Stories Every Salesperson Must Tell.
Brynne Tillman, SocialSellingGal 5 Stars Amazon US
Demystifies and debunks apparent differential sales abilities This is an outstanding book. It solves what, for me, was a mystery as to why some people seem to be so successful in sales and explains why and how those skills can be leveraged to others. I wish I had been party to the insights in this book during my time as a Big 4 partner in London and also more so later in my own consulting venture. Mike’s intellect, observational and analytical abilities and experience shine through. He doesn’t hold back and even better it’s an entertaining and easy read.
Philip Feibusch, CEO Waverley Equity , Stars Amazon UK
You wouldn’t want to put this book down, a must read for everyone. This is not a book about how to sell well, this is a book about how to win people over. If you don’t like professional books - you would love this one! It’s extremely engaging and thrilling, you wouldn’t want to put it down. Storytelling is in our natures, it’s what we learn from the early age but forget once we become adults and enter a professional world. 7 Stories brings back the most natural way of expression back into life and it makes everything simpler.
Asya Robinson 5, Stars Amazon UK
LE livre sur le StoryTelling le plus utile pour les Business Developers en 2018, assurment ! Le livre de Mike Adams est tout bonnement le meilleur livre business que j'ai lu en 2018... pour qui vend (ou fait vendre) dans des contextes d'achats complexes o la capacit des business developers et autres commerciaux guider leurs clients est primordiale pour leur russite et, surtout, pour celle de leurs clients. Si vous avez aim "The Challenger Customer" (que je vous recommande galement chaudement et que Mike cite plusieurs reprises), Seven Stories... est vraiment LE livre qu'il vous faut en complement : strategique, pratique, bourre de "stories" tres pertinentes. Et pour un praticien de la vente complexe comme moi, ce qui y est presente en matiere de StoryTelling est totalement en phase avec l'approche de la Vente et du Social Selling que je prene longueur de #SocialSellingForum !
Loic Simon 5, Stars Amazon FR