Finally this article says what everyone should know about sale, but it's also valid both in the social media world and, of course, in the real life. Be a person who gives is always the best path to receive more in return, even if you do not expect that and it's not your goal. [note Martin Gysler]
Bob Burg, co-author of The Go-Giver, says high-pressure sales are the wrong way to go.
To many people, sales is a shady profession, predicated on shark-like closing techniques, manipulation, and shallow, transactional relationships. Bob Burg says that’s exactly the wrong approach. “Top salespeople, the best of the best, understand that when it comes to selling, it isn’t about them or their product or service. It’s about the other person and how they benefit from it,” he says. Burg, co-author (with John David Mann) of the bestselling The Go-Giver: A Little Story about a Powerful Business Idea and their follow-up Go-Givers Sell More, admits his emphasis on the other person “sounds Pollyanna-ish.” But he’s convinced that a low-pressure – even no-pressure – approach will ultimately result in far more sales (not to mention greater career satisfaction for its practitioners).
The objective during the buy-sell cycle is to help the buyer create a vision of a solution based on value. Don't just "show up and throw up", use the power of a visual story to help resonate with the buyer.
"I've found that the most effective presenters use the same techniques as great storytellers: By reminding people of the status quo and then revealing the path to a better way, they set up a conflict that needs to be resolved."
"That tension helps them persuade the audience to adopt a new mindset or behave differently — to move from what is to what could be. And by following Aristotle's three-part story structure the beginning, middle, end, they create a message that's easy to digest, remember, and retell. - Nancy Duarte)
Review by Karen Dietz for her curated content on business storytelling:
Here is a quick and concise post on the essential elements of creating a presentation as a story from presentation master Nancy Duarte.
I love how she chunks the presentation down into manageable chunks and gives examples as we go along so we can really get it.
Now you have this template, there's no excuse for creating 'death by PowerPoint'!
This is the fourth post in Nancy Duarte's blog series on creating and delivering presentations, based on tips from her new book, the HBR Guide to Persuasive Presentations. The other 3 articles are listed at the bottom of the 4th article link above.
If you prefer to watch the video by Nancy, go here:
Storytellers change their presentation style in different situations. What is suitable for an intimate venue, will not work as well in a large venue. What works for a circle of ten people, does not work in the same way for a circle of twenty-five. Even the hour of day, among many other things, might call for a different capacity or approach. Not everything is possible or fit for storytelling. Amplification might solve a volume issue but it doesn’t do much for intimacy. On the other hand there are situations where it does. The way to gain ‘elasticity’ that will enable a storyteller to adapt as needed, is by learning how to stretch and fold his own wings. It’s like learning how to diminish and increase sound in music. It’s not only changing the volume – the entire sound-production mechanism adapts.
[Image credit: brewbooks on Flickr]
Ahhh -- words of wisdom from one of my colleagues and favorite storytellers -- Llimor Shiponi. This post of hers is all about storytelling elasticity and the power of oral storytelling.
In this electronic age when digital storytelling is often viewed as THE SOLUTION -- this post is a reminder that oral storytelling is still the gold standard.
Want executive presence? Focus on building oral storytelling skills and sharing your stories in person as often as you can.
Want to increase business? Focus on building oral storytelling skills and sharing your stories in person as often as you can.
There's no substitute. Enjoy Limor's wise words of wisdom here!
And thank you Gregg Morris @greggvm for originally finding and sharing this article!