The marina has 80 deep water slips with a ship's store. The story builds rapport. It seamlessly flows into the sales presentation, without a hint of sales technique. It gives us that all-important glimpse into the personal life of the salesperson, more important the story is original and most important, the story is true. The story adds value to the product and the prospect.
Great stories groom the sales process.
Telling about the history of the land adds value to the home sites. Lot sizes are described in terms of their garden potential and the marina in terms of its appropriateness for deep-keeled sail boats. The story has emotional appeal. The deer eating apples is still true today, putting the buyer into story with a happy ending. Stories are the perfect containers for bringing emotional appeal into the sales presentation in a way that is entertaining and acceptable.