ABSTRACT
As with every chapter up to this point, we have cited a famous quotation from one of the world’s most renowned scientific thinker, Albert Einstein, and this chapter is no exception. We begin this chapter with the Einstein quote, “If you can’t explain it simply, you don’t understand it well enough.” What does that mean, especially in the context of Lean Selling and what does it have to do with Lean Story Telling by way of a Lean Selling Storyboard As the name “Storyboard” implies, the sales professional is telling a client’s story from beginning to end. The storyboard has been build, shared, and improved upon starting from the very first client conversation. In the case of Lean Selling, it is the client’s story about their journey of mutual discovery from “problem statement” to a “ proposed solution.” Along their journey, the client should have discovered the root cause, or causes, of their problem in addition to their recognizing the significant costs that this problem is having on their business. Now that all this work is complete, it is time to share this story with the key stakeholders throughout the client’s business.
