april2024 - 10

OCS UPDATE
Credit: Jacob Lund/ Shutterstock
How to use
the simplest,
most powerful
business sales tool
Every great salesperson is a storyteller. The OCS business is the
perfect stage for using this sales tool, but understanding the
fundamentals and how to apply certain techniques can fine-tune
a presentation and elevate the results.
By Bob Tullio, Contributing Editor
IT HAS BEEN A WHILE SINCE
anyone talked to me about the
importance of business storytelling
- using stories to communicate and
connect with prospects and clients,
helping to guide them toward
making the right choices. I have
spoken at the NAMA Show on the
subject, written about it, and it is
the topic in the March 19 episode of
Automatic Merchandiser's Vending
& OCS Nation Podcast.
10 Automatic Merchandiser * April 2024
In the last decade, storytelling
became cool, as sales gurus jumped
on the bandwagon, doing whatever
they could to complicate a simple
concept. Despite what the experts
tell us (to sell books and secure
speaking gigs), storytelling is not
that complicated, but it is absolutely
essential - a communication skill
that operators, their sales teams and
their customer service people need to
use. Storytelling expert Todd Dewitt
agrees. He speaks globally about the
power of business storytelling.
AN EXPERT OPINION
" Business is about relationships, " said
Dewitt. " We're wired as a species to
understand stories. We must learn
how to deal with spreadsheets,
charts, graphs, numbers and
everything involved in big data these
days. We can learn those - and we
must learn those - but if you want to
move someone, if you want to create
change, you can't just logically appeal
to others. Stories matter in business
because innovation and change rest
on tapping people emotionally, and
that's what stories do. "
Dewitt added: " They might not
remember what you say, but they will
remember how you made them feel.
That's a useful thing to remember if
you're ever trying to make a pitch
of any kind. When a speaker elicits
emotion from their audience, they
tend to remember the material better
in general. They tend to be more
likely to take action when they have
been emotionally stimulated. "
He also pointed out that a
speaker who makes an emotional
connection with his audience
gets a higher rating. " You could

april2024

Table of Contents for the Digital Edition of april2024

Editor's Note – Visit us at NAMA 2024 in Dallas
Industry News
OCS Update: How to use the simplest, most powerful business sales tool
2024 New Products of the Year
Small operators fuel the growth of vending as they chase the American dream
Dedication to excellence
Success Story – How First Class Vending became an industry disruptor
Social Hubs
april2024 - CoverTip1
april2024 - CoverTip2
april2024 - 1
april2024 - 2
april2024 - 3
april2024 - 4
april2024 - 5
april2024 - Editor's Note – Visit us at NAMA 2024 in Dallas
april2024 - 7
april2024 - Industry News
april2024 - 9
april2024 - OCS Update: How to use the simplest, most powerful business sales tool
april2024 - 11
april2024 - 12
april2024 - 13
april2024 - 2024 New Products of the Year
april2024 - 15
april2024 - 16
april2024 - 17
april2024 - 18
april2024 - 19
april2024 - 20
april2024 - 21
april2024 - 22
april2024 - 23
april2024 - Small operators fuel the growth of vending as they chase the American dream
april2024 - 25
april2024 - 26
april2024 - 27
april2024 - Dedication to excellence
april2024 - 29
april2024 - 30
april2024 - 31
april2024 - 32
april2024 - 33
april2024 - 34
april2024 - 35
april2024 - Success Story – How First Class Vending became an industry disruptor
april2024 - 37
april2024 - 38
april2024 - 39
april2024 - 40
april2024 - 41
april2024 - 42
april2024 - 43
april2024 - 44
april2024 - 45
april2024 - 46
april2024 - 47
april2024 - 48
april2024 - 49
april2024 - Social Hubs
april2024 - 51
april2024 - 52
https://www.nxtbook.com/endeavor/automaticmerchandiser/november2024
https://www.nxtbook.com/endeavor/automaticmerchandiser/septemberoctober2024
https://www.nxtbook.com/endeavor/automaticmerchandiser/august2024
https://www.nxtbook.com/endeavor/automaticmerchandiser/junejuly2024
https://www.nxtbook.com/endeavor/automaticmerchandiser/april2024
https://www.nxtbook.com/endeavor/automaticmerchandiser/februarymarch2024
https://www.nxtbook.com/endeavor/automaticmerchandiser/november2023
https://www.nxtbook.com/endeavor/automaticmerchandiser/september-october2023
https://www.nxtbook.com/endeavor/automaticmerchandiser/august-2023
https://www.nxtbook.com/endeavor/automaticmerchandiser/june-july-2023
https://www.nxtbook.com/endeavor/automaticmerchandiser/april-2023
https://www.nxtbook.com/endeavor/automaticmerchandiser/february-march-2023
https://www.nxtbook.com/endeavor/automaticmerchandiser/november-2022
https://www.nxtbook.com/endeavor/automaticmerchandiser/september-october-2022
https://www.nxtbook.com/endeavor/automaticmerchandiser/august-2022
https://www.nxtbook.com/endeavor/automaticmerchandiser/june-july-2022
https://www.nxtbook.com/endeavor/automaticmerchandiser/april_2022
https://www.nxtbook.com/endeavor/automaticmerchandiser/february-march-2022
https://www.nxtbook.com/endeavor/automaticmerchandiser/december-2021
https://www.nxtbook.com/endeavor/automaticmerchandiser/october-november-2021
https://www.nxtbook.com/endeavor/automaticmerchandiser/September_2021
https://www.nxtbook.com/endeavor/automaticmerchandiser/august2021
https://www.nxtbook.com/endeavor/automaticmerchandiser/automatic_merchandiser_june-july_2021
https://www.nxtbook.com/endeavor/automaticmerchandiser/automatic_merchandiser_april_2021
https://www.nxtbook.com/endeavor/automaticmerchandiser/automatic_merchandiser_february-march_2021
https://www.nxtbook.com/endeavor/automaticmerchandiser/december2020
https://www.nxtbook.com/endeavor/automaticmerchandiser/AUTM_1020
https://www.nxtbook.com/endeavor/automaticmerchandiser/september2020
https://www.nxtbook.com/endeavor/automaticmerchandiser/august2020
https://www.nxtbook.com/endeavor/automaticmerchandiser/junejuly2020
https://www.nxtbook.com/endeavor/automaticmerchandiser/april2020
https://www.nxtbook.com/endeavor/automaticmerchandiser/Automatic_Merchandiser_February-March_2020
https://www.nxtbook.com/endeavor/automaticmerchandiser/december2019
https://www.nxtbook.com/endeavor/automaticmerchandiser/octobernovember2019
https://www.nxtbook.com/endeavor/automaticmerchandiser/september2019
https://www.nxtbook.com/endeavor/automaticmerchandiser/august2019
https://www.nxtbook.com/endeavor/automaticmerchandiser/junejuly2019
https://www.nxtbook.com/endeavor/automaticmerchandiser/april2019
https://www.nxtbook.com/endeavor/automaticmerchandiser/februarymarch2019
https://www.nxtbookmedia.com