Three Things The Right Story Can Do For You

Gary Vaynerchuck, the Wine Library TV star and bestselling author of Crush It! said, “Storytelling is by far the most underrated skill in business.” The reason that statement is true is because stories make you, your products and your brand relatable, engaging, and multidimensional. If we are in the interview process we want to be liked and remembered. If we are in sales we want our product to be chosen over all of the competition.  And every company in the world wants their brand to be valuable in the minds of consumers. Well-told stories in the business world create three fantastic results. Stories magnify memory, causing your audience to retain your message. Stories amplify meaning, causing your audience to apply your message. Stories increase motivation, causing your audience to relate emotionally and take action. The largest franchise business in the world is Subway. With over 35,000 locations, Subway surpassed McDonald’s
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Advice From Joseph Stalin That Will Change The Way You Communicate

I am currently working with Colorado Children’s Hospital to help them develop their story for their upcoming fundraising campaign. Colorado Children’s is a remarkable facility that has moved to the number three ranked children’s hospital in the nation and the goal for this upcoming campaign is over $300 Million dollars.   How impactful would your communication need to be to raise over $300 million?   As we had our initial meeting I shared a thought that is helping to shape the story and it is an important concept for every communicator to understand if they want to be effective and influential.   The concept comes from a quote from Joseph Stalin. (It may be hard for you to get your head around a mass murderer’s advice being applicable to a hospital that saves millions of lives – but go with me for a minute).   Stalin said, “One man’s death
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Presentation Tips From Shark Tank (1)

My favorite show on TV is Shark Tank. If you haven’t ever seen it – it is a reality TV show where hopeful entrepreneurs pitch their business/product ideas to millionaire and billionaire investors – inviting them to invest in their companies with their own money. These investors include Mark Cuban (Owner of the Dallas Mavericks), Daymond John (Creator of FUBU) and others. I am an entrepreneur at heart. I love seeing innovative ideas and people who are creating something from scratch. I love the sacrifice and the passion. I love the negotiations and the valuation process of a pitch. But the thing that I love the most about Shark Tank is what we can learn about giving presentations from the entrepreneur’s presentations. When I was in High School I competed in an entrepreneurship competition against 10,000 other kids. In the competition we had to conceive of a business, write a
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How To Tell A Story That Moves People

(Book Excerpt From The Power of Storytelling – http://bit.ly/17T5ctj) Great storytellers focus on the audience. They have done their homework, they know who they are speaking to, and they pay close attention to how the audience is responding, whether through their words, their laughter, or through their eyes and body language. Only when you truly know your audience can you make your message about them. That is what creates influence, and the most important facet of making it about them is to tie your message into their primary motivations. If you find out what drives them, what their hot button is, and make your message align with that drive, you are golden. Researchers have identified four primary categories that motivate people. I call them the four P’s: Pleasure, Prestige, Payoff, Productivity. As we examine them, it’s easy to see how each has universal appeal. Pleasure – People naturally seek enjoyment.
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Should You Give Sales Presentations or Have Sales Conversations (Part 5)

I only have a few more posts on this topic. If you have been following this ongoing conversation – I hope you have learned something. I have received tremendous feedback and appreciate all your thoughts. To view earlier parts – click on the earlier blog posts below. Last post we talked about the importance of asking questions to turn your sales presentation into a sales conversation. With that in mind I want to talk about the role & importance of both competence & confidence. If you are going to make it a sales conversation than you need to know that even though you give the same presentation every time (generally) you really never give the same presentation. What does that mean? It means that you will probably cover the same points and arrive at the end goal – but the conversation will be organic and will be different with every
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Should You Give Sales Presentations or Have Sales Conversations? (Part 1)

Interesting question: Should you give sales presentations or have sales conversations? Over the next couple of weeks I am going to share my thoughts around this subject and in the spirit of the post I will ask you to participate in the conversation. Feel free to comment, send me your thoughts and pass this on to others to join in the conversation. So here is the starting point – if you are in sales, or involved with people for that matter – you are an influencer. I believe influencers should have one focus and that is on the other person. Meaning on your audience. If you want to influence – it’s not about you, it’s about them. So let’s go back to our theme. A sales presentation by definition is a monologue. While a sales conversation is a dialogue. If you want to make it about them – they have
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