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Description

Sales Storytelling: Build Your Narrative, Deliver It and Make an Impact

Two days to replace an interchangeable corporate presentation with a story the client actually remembers

  • 2 days — 14 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

Sales presentations all look alike: company history, key figures, a list of references. The client listens politely and then mostly remembers the price. Technical arguments fade the moment everyone leaves the room, and very little of the meeting stays in memory.

These 14 hours teach participants how to build short narratives that serve the sale: the origin story, the client story, the transformation achieved. Participants write their own stories, tell them in front of the group and work on voice, pace and silence. The content differs from general work on persuasion by focusing squarely on narrative material.

Learning objectives

  • Identify the stories available within your company and your client portfolio
  • Structure a story around a situation, an obstacle and an outcome
  • Select the right story for the right moment in the meeting
  • Tell a client story in under three minutes
  • Connect each story to a specific sales argument

What makes this programme different

Three stories written and delivered by every participant across the two days
Filmed deliveries reviewed for pace and presence
A story bank built collectively and taken away by the group

Programme

1Why a Story Carries Further Than an Argument

What the client remembers

  • How information carried by a story is retained
  • The limits of a company-centred presentation
  • Types of stories that work in sales situations
  • Spotting the narrative material you already have

2Building Your Stories

The structure before the words

  • Opening situation, obstacle and outcome
  • Choosing a character the client can identify with
  • Concrete details that make the story credible
  • An ending tied to the intended sales argument

3Delivering and Telling

The voice does half the work

  • Pace, pauses and shifts in intensity
  • Eye contact and use of the space
  • Managing nerves and hesitant openings
  • Adapting to a small or large audience

4Placing the Story Within the Meeting

Telling it at the right moment

  • An opening story to build rapport
  • A reference story in response to an objection
  • A future-projection story before closing
  • Building a story bank shared across the team

Who is it for

Sales professionals, business engineers, consultants and executives who present their offering to clients.

Prerequisites

No prerequisites

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.