Philipp Humm > Quotes

“Next, tell us a little more about the main character and what is on their mind. What do they want in this specific situation, what are they afraid of, or what are they excited about?”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“The moment they share something important, ask them clarifying questions. Here are my favorite questions: “Can you tell me more about that?” “Can you explain that? I want to make sure I understand you correctly.” “Why do you think that is the case?” Asking these questions will give you a deeper understanding of what is truly going on. It also signals that you’re really interested in what they are telling you.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“The result is your chance to show the transformation—to show how things changed throughout the story.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“Communication is merely an exchange of information, but connection is an exchange of our humanity.” – Sean Stephenson,
author of Get Off Your “But”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“We’ll first talk about the three elements that make a great story (surprise, emotions, and visual moments), then five specific techniques you can use to add these elements to your story.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“This experiment illustrates that stories can increase the perceived value of any product or service.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“Harvard Business School professor Gerald Zaltman4 found that 95% of purchasing decisions are subconscious. What’s the biggest stimulus for”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“Exercise Let’s start rewriting the stories you tell yourself by going through the following steps: Identify the self-limiting belief: Pick a few beliefs that have negatively impacted your confidence or ability to tell stories. Challenge the belief: Pick one belief and ask yourself: “Is this belief really grounded?” and “What are the supporting facts?” Consider the consequences: Ask yourself: “What will my life be like in the future if 1) I continue with that belief or 2) I let go of that belief?” Replace the belief: Replace the belief with a new, more constructive belief. Put the new belief into practice: Commit to one small action today to test the new belief.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“Stories put the other person in storytelling mode. It’s no longer like, ‘I gotta be careful. You’re just trying to take my money.’ By sharing a story you bring down any resistance and start having a conversation on the same level.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“In the first act you get your hero up a tree. The second act, you throw rocks at him. For the third act you let him down.” – George Abbott,
American theater producer and director”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“Surprise refers to moments in the story that are unexpected. This can be anything that breaks the typical patterns of what your listeners expect.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“In its simplest form, a story is something interesting that happens to a specific person (not a company).”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“captivating”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“To capture people’s attention, you need to tell a story about people, not products.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“let your listeners know how the story turns out. Where do the actions in response to the challenge lead? What is the result?”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“instead embrace imperfection.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“Resistance stories are success stories about customers who initially had doubts about working with you, but ultimately decided to move forward and are now glad they did”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“Get the story on paper, say it out loud, make edits, and test it in a non-sales environment. Once your friends understand it and find that the story serves your purpose, you’re ready to share it in your sales conversations.” – Lee B. Salz,
author of Sell Different!”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“Stories need to be true, not 100% accurate.” Feel free to exaggerate the thoughts to make it more dramatic.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“A good story is one that takes you on an emotional rollercoaster. The decline is fast and terrifying, the twists are sharp and unexpected, and the end is happy and beautiful. If you have a story that does that to me, I don’t care what you’re selling. I’m going for another ride. I’m buying.” – Andrew Sykes,
Chief Executive Officer (CEO)”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“Leave magical first impressions Become your clients’ #1 trusted advisor Communicate the value you’re bringing to the table Overcome any sales resistance Inspire, motivate, and positively influence anyone around you”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“You don’t know what might be going on in their lives.”
― Philipp Humm, Public Speaking with Confidence: How to Overcome Anxiety and Deliver Unforgettable Presentations

“Pick a challenge that is relatable—one that your listener has experienced or can imagine experiencing.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“Storytelling is the most powerful way to put ideas into the world.” – Robert McKee,
author, screenwriter, and professor”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“Instead of using achievable goals, I prefer to use ambitious goals. Why? Because ambitious goals force you to grow at a quicker pace. You’ll need to upgrade your daily habits, skills, and beliefs to reach your ambitious goals. On the contrary, when setting achievable goals, you’ll have less urgency to upgrade your habits, skills, and beliefs. You can basically remain the same person and still achieve a realistic goal.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“Why does it matter to state the time, location, and main character? Because these three points give your story instant credibility.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“The key is to keep it simple. This is StorySelling. Unless you’re writing a novel, we don’t need to know the color of your toothbrush holder.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“Not only do you want to signal that you’re listening, but you want to signal that you’ve understood them. You want your listener to feel, ‘wow, they really get me.’
You can do this by paraphrasing what you’ve just heard. Here are some phrases you can use: “What I hear from you is… Is that right?” “Sounds like you are saying… Did I get that right?” “If I’m hearing you correctly…“ “That must have been very… for you.” Note that we’re not only paraphrasing but also acknowledging their emotion and asking them to confirm (e.g., “Is that right?” and “Is that correct?”). This shows that you empathize with their situation and allows you to confirm whether you got it right.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“Vulnerability is consciously choosing to not hide your emotions or desires from others.”10 It’s about being open about your imperfections.”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales

“The goal of these stories is to alleviate your buyer’s concerns or objections when they arise”
― Philipp Humm, The StorySelling Method: Master The Art Of Storytelling To Build Trust, Stand Out, And Boost Sales