Who It’s For: Entrepreneurs, Senior Business Leaders, Managers, Sales Professionals, Female Leaders, and R&D, Innovation, DEI, and Other Critical Teams
How to Tell Stories That Sell (Without Feeling Salesy)
Darlene Hawley
Use Authentic Storytelling to Build Trust, Connect with Your Audience, and Convert Without the Pushy Sales Tactics
The Day I Learned That Selling Isn’t About Selling
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Ten years ago, I was on a sales call with someone who I knew would benefit from working with me. I had all my points prepared, I knew the value of my offer, and the moment I started “explaining” the coaching package, I could feel her pulling back.
She went quiet. Her energy shifted. You know that moment when you can tell someone is already backing away even though you're still mid-sentence?
I paused, smiled and took a deep breath and said, “Can I tell you a quick story?”
I shared how I’d once been in her exact shoes... unsure, overwhelmed, and wondering if investing in myself was really the right move. I told her how I’d made that leap anyway… and shared what had changed for me during that process.
That’s when she leaned in.
She wasn’t sold by my offer.
She was moved by the story.
And that’s when I realized: Storytelling sells—without the “salesy used car salesman” vibe.
Why Storytelling Works So Well in Sales
Let’s be honest...no one wants to feel sold to, yet we all love to buy.
What people do want is to feel seen, heard and valued. And storytelling does exactly that.
In fact, studies show that people remember stories up to 22x more than facts alone. And even more powerful? A story creates emotion... and emotion drives action.
If you’re struggling to convert prospects into clients, it’s not that your offer isn’t good. It’s that you might not be telling the right story to make someone feel why it matters.
3 Types of Stories That Sell (Without Feeling Pushy)
1. The “I’ve Been Where You Are” Story
This is your empathy bridge. When you share a relatable story from your own experience, your audience sees themselves in you.
You’re not just a coach, consultant, or expert.... you’re a human being who gets it.
Example:
“I used to feel invisible online. I would write a post, hit publish, and hear crickets. It wasn’t until I started sharing my story that people began engaging, reaching out, and eventually becoming a client.”
This story builds trust and shows them, “If she figured this out, maybe I can too.”
2. The Client Success Story
People like proof, evidence of how it will work. And no, this doesn’t mean sharing stats or results in bullet points. It means telling the transformation journey.
Example:
“Jackie, a life coach, came to me unsure of what to say in her content. After taking my storytelling course, she started sharing her story in her newsletter and during conversations and landed three new clients within the first month. Why? Because her audience felt connected to her.”
It’s not about showing off, it’s about showing what’s possible.
3. The Vision Story
Paint the picture of what life could look like for them if they take action. The power of this story lies in aspiration.
Example:
“Imagine waking up with clarity around your message. You open your laptop, write a post with confidence, and get a message from someone who says, ‘I felt like you were speaking directly to me.’ That’s what happens when your story connects.”
When people can see their future selves in the story you tell, they want more of what you have to offer.
How to Start Using These Stories in Your Sales Process
Now that you’ve got the story types, here’s where to use them:
On your website – especially your About page and sales pages
In your emails – every time you’re adding value or selling connect with a story
On strategy calls – as a way to shift from pressure to connection
On social media – to build relationships and nurture your community
Tip:
Start building a Story Bank. Open a notes tab or a doc and jot down 2–3 small moments from your life or business each day. That way, when it’s time to write content or show up for a launch... you’re never starting from scratch.
Selling Through Story Isn’t Manipulative—It’s Meaningful
When you tell stories with heart and authenticity, you’re not convincing people to buy, you’re helping them see that they’re not alone.
You’re offering a way to move forward.
And when you do that? Selling doesn’t feel awkward, It feels like service.
One of my mentors, Kendrick Shope, always says: “Selling is helping.”
And she’s absolutely right.
Because when you sell through storytelling, you’re not pushing, you’re guiding. You’re inviting people into a transformation that you know is possible.
When you lead with your heart and with empathy and share your truth, you're not just building a business... you’re building trust
What might shift for you if you started weaving more of your story into how you connect with your team, clients and community?
✨Ready to Own Your Story and Attract Your Dream Clients?✨
If you’re ready to stop second-guessing your message and start using storytelling as a powerful tool to connect, inspire, and sell—then I’d love to invite you to my It’s Time to Own Your Story: Mini-Course.
In this self-paced course, you’ll learn how to:
✔️ Identify the key moments in your story that captivate your audience.
✔️ Share your story in a way that builds trust and positions you as the go-to expert.
✔️ Use storytelling across your website, social media, and sales conversations to attract and convert more clients.
Plus, you’ll get a
step-by-step workbook and
personal feedback on your brand story—so you can start sharing with confidence.
Hey There!
I'm Darlene
As a mother, wife, connector, and dream builder, I’m Darlene Hawley, the founder of DarleneHawley.com and an Executive Leadership & Businesss Coach dedicated to empowering leaders like you.
My passion lies in helping ambitious professionals cultivate their unique leadership style while crafting an authentic and impactful personal brand. Through my coaching, we’ll work together to build a solid foundation that not only inspires your team but also drives results and growth within your organization.
Since 2007, I have been committed to guiding leaders and entrepreneurs in launching and scaling their businesses with confidence and clarity.
Today, I focus on supporting women in reaching their leadership goals and living their dream lives—all while balancing the joys of raising my family and creating meaningful memories each day.
Together, we’ll transform your challenges into opportunities, allowing you to lead with authenticity and inspire those around you.
Carolyn Bennett-Sullivan, a seasoned keynote speaker, TEDx presenter, and change strategist, shares her incredible journey from a challenging career in pharma sales to becoming a transformational catalyst. She discusses overcoming fear-based thinking, navigating major business disruptions, and building trust in organizations. Whether you're a heart-centered entrepreneur or an executive leader, this conversation is packed with valuable insights on how to lead confidently, handle major transitions, and create a business that thrives. Curious to learn more? Visit darlenehawley.com/workwithme. 00:41 Meet Carolyn Bennett Sullivan 01:48 Carolyn's Journey and Overcoming Fear 04:15 Navigating Workplace Disruptions 07:21 Tools for Leaders and Employees 15:03 The Importance of Communication and Engagement 21:19 The Importance of Team Buy-In 22:49 Building Relationships in Sales 27:21 Future Plans and Goals 29:26 Rapid Fire Questions 35:09 Conclusion and Contact Information Carolyn is an inspiring keynote speaker, transformational catalyst, and change strategist. As a TEDx speaker, author, and consultant, she leverages her corporate sales and small business expertise to help organizations create strategies for navigating business disruptions through mindset mastery. Her deep understanding of psychology, neuroscience, and business uncovers barriers to change and guides individuals to overcome obstacles, build resilience and unlock their highest capabilities. You can engage with Carolyn at: https://linkedin.com/in/carolynbennettsullivan https:instagram.com/cbsullivan https://facebook.com/carolynbennettsullivan ------ Hi I’m Darlene Hawley and I help ambitious entrepreneurs and executive women find their voice, craft powerful messaging, and regulate their nervous system so they can speak up with confidence in high-stakes conversations, client meetings, and on stages ... without second-guessing themselves. Grab my 10 Do's and Don't for Effective Daring Conversations: https://mailchi.mp/297e8105e904/communicationguide Grab my 6 Steps To Attract & Stand Out digital guide, a free roadmap to create a successful business with less hustle and more ease: https://bit.ly/attractandstandoutonline Grab a Chai and let's Connect: https://darlenehawley.com https://linkedin.com/in/darlenehawley
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When you're talking but no one's listening. Have you ever introduced yourself at a networking event… only to feel like people’s eyes glazed over? One of my clients put it perfectly: “Darlene, I share who I am and what I do, but it feels like I’m invisible. People nod politely and then move on.” She had so much value to offer. In fact, she is amazing at what she did. Yet, her introduction was all over the place. Some days she was talking to potential clients, other days to possible collaborators, and sometimes even she wasn’t sure what her main point was. And that’s why it felt like no one was listening. Why This Happens It’s not because you’re not experienced enough. It’s not because you’re not interesting enough. It’s because without clarity about who your audience is in the room and what you really want to say, your voice gets lost in the shuffle of business cards and conversations. Networking rooms are full of people competing for attention. If your message doesn’t connect directly... if it doesn’t make them pause, lean in and say, “Tell me more” ... it disappears before they even leave the event. The Shift When this client and I worked together, the first thing we did was get crystal clear about: Who she most wanted to reach in the room. What those people actually cared about. How her work specifically helped them. Once she had that clarity, her introductions started sounding different... more direct, more alive, more her. And the result? People leaned in. Instead of walking away, they asked questions. They followed up after the event. They booked time with her. Because when you find your voice and know exactly who you’re talking to, you stop being forgettable. You become someone people can’t ignore. This is exactly what we’ll be diving into in Session 1 of my Attract & Stand Out Framework: Getting clear on who your audience is. Knowing what you want to say. Communicating how you help in a way that truly connects... whether you’re introducing yourself in a room or on stage. It’s not just about having the words, it’s about the confidence to say them out loud too... with presence, authority, and ease. If you’ve been walking out of networking events feeling overlooked, let this be a gentle nudge: ~ You don’t need to try harder. ~ You don’t need to stuff more into your intro. ~ You need clarity... on your audience, your message, and your voice. That’s where visibility begins. That’s how you go from overlooked to unforgettable. Think about the last time you introduced yourself at a networking event. Could the right person in the room... your dream client or collaborator... hear you and say: “That’s me. She gets it”? ________________________________________________________ 🌀 Nervous System Regulator: The 4-7-8 Reset Feeling that anxious butterfly sensation before you introduce yourself? Try this right before you speak: Inhale quietly through your nose for a count of 4. Hold your breath for a count of 7. Exhale slowly and fully through your mouth for a count of 8. Repeat this 3–4 times. It only takes a minute, but it tells your nervous system: You’re safe. You’ve got this. When your body is calm, your voice comes through with more presence and power... and people remember you. ✨ Ready to stop feeling overlooked at networking events? Download my free guide, 6 Steps to Attract & Stand Out, and discover how to clarify your message, show up with confidence, and connect with the people who matter most. Grab it here »
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