5 Tips for Putting Storytelling into Your Presentation

Sep 05, 2022

Get Your Storytelling Basics Down

Most stories have a clear introduction, middle, and conclusion. This makes the story straightforward and easy to follow. Also, your story must focus on your customer. Create a scenario and put the customer in it.

Determine the Outcome 

What is the key takeaway you want the customer to get after you finish your story? Or why should your customer care? Show the customer how your products save them time, money, or aggravation and you’re well on your way.

Get Your Customer’s Attention  

Stories must be captivating and informative. Put yourself in the listener’s shoes and ask yourself if this is a story you would want to hear. Use familiar phrases and keep the language short and relevant. 

When you’re telling a story, you need to remove any complications or barriers that will prevent prospects from understanding how your products benefit them.

Personalize Your Sales Story 

This is the most crucial part of storytelling. It takes a little work but pays off big when you are talking to customers. Use past customers’ experiences to tailor the presentation to your current customer. Show the customer how your products benefited a past customer or how they could’ve benefited them personally in the past had they had them.

Practice Your Story Out Loud 

Repeat your story over and over to ensure it feels natural for you and sounds authentic to your listener. Practice it as if you’re talking to your customer. That way, you will notice awkward language that can make your pitch seem robotic. The more you practice, the more natural and enthusiastic you’ll sound. 


Besides resonating with a customer on a deeper level, storytelling is also an opportunity for you to get creative with your presentation and bring some personality to what you are offering. Think about the kind of sales pitch you would want to hear. Do you want to listen to a bunch of bland stats? Or would you like to hear about a real-life scenario where the product helped make someone’s life easier or better? 

You don’t have to be a great writer or creative genius to use storytelling in F&I. All it takes is a little strategy and practice. 

Make Storytelling Part of Your Sales Process

Great storytelling in F&I is not complicated – it is all about being authentic and communicating how your products can help customers in real-world scenarios. 

The key is to make your customer the focus of the story.  Make your story fact-based but entertaining so that the customer has a reason to listen. Think of one thing that you are truly passionate about. Is it sports, hunting, fishing, working out, building things? We can talk for hours about something we love doing. You must tell your stories in F&I with the same passion as you use when you talk about your favorite things. Learn to do this and you have unlimited earning potential.

Also remember that only 7% of communication is the spoken word. 38% is the tone of your voice and the other 55% is body language. Enthusiasm and passion are relayed by how you say things, not necessarily the words you say. 

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