The Power of Storytelling and Constructive Embarrassment in Sales with Philipp Humm

Enterprise Sales Development (CIENCE)

In the latest episode of the Enterprise Sales Development Podcast, we had the pleasure of talking with Philipp Humm, the founder of “Power of Storytelling”. During the episode, we discussed the power storytelling has in sales, and the concept of constructive embarrassment. Philipp shared his insights on how storytelling can be a powerful tool in sales, allowing salespeople to create a deeper connection with their prospects and convey the value of their product or service in a more compelling way. He emphasized the importance of asking questions, sharing stories, and highlighted the role of authenticity and vulnerability in building trust and credibility. In addition, Philipp introduced the concept of constructive embarrassment, which involves putting oneself in an uncomfortable situation in order to learn and grow. He discussed how this mindset can be applied in sales, encouraging salespeople to step outside of their comfort zone and take risks in order to improve their performance and achieve better results. Throughout the episode, Philipp provided practical tips and examples for how sales professionals can incorporate storytelling and constructive embarrassment into their approach, and shared his own experiences and learnings from his successful career in sales and leadership. This episode is packed with valuable insights and inspiration to help you elevate your game and achieve greater success. WHAT YOU’LL LEARN The power of storytelling in sales How asking questions and sharing stories could improve your sales Constructive embarrassment and its benefits QUOTES “We have these facts and I use arguments all the time but I have to be honest, let's see my approach. I wasn't particularly successful with that because every time that you just use facts persuade someone well, first of all, people don't let themselves be persuaded”. - Philipp Humm [5:52] “I think the one thing though that people often underestimate it's how to ask the right question because actually sharing the story, it's pretty easy. Everyone can come up with something on the spot right now. But to ask a question that the other person can respond with the story in return. That's really the tough part”. - Philipp Humm [11:18] “The basis of every question that prompts a story is when and where after that? You can go on and ask, hey, tell me more about that”. - Philipp Humm [14:04] “The moment that I share a story with you or if it's a good story, if it is a story that has an arc, your brain releases oxytocin, itosin. Is this a man that makes you more amenable to my ideas? It makes you empathize with me. So the moment I share a story, well, it's easier to share an idea that actually I want to have buy in for”. - Philipp Humm [18:01] “Pretty much when you put yourself on purpose in an embarrassing situation? You learn how to deal with judgement and learning how to deal with a judgment”. - Philipp Humm [22:02] TIMESTAMPS [0:00] - Meet Philipp Humm [2-14] - Philipp’s story selling method [5:25] - The power of storytelling and Philipps inspirations for his book [7:25] - How to put customers as the main character in our story [13:22] - How to ask better questions [14:46] - How to apply storytelling and start asking great questions [21:36] - Philipp on constructive embarrassment [30:42] - Philipp on his customers before and after working with him [37:12] - Connect with Philipp Humm CONNECT Philipp Humm on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices