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Yes, You Can Learn to Sell -- moving people with biz storytelling

Yes, You Can Learn to Sell -- moving people with biz storytelling | Just Story It Biz Storytelling | Scoop.it
The skills of a great influencer are learned, not innate.
Karen Dietz's insight:

What a great article about influencing, moving people to action, and sales.


Biz storytelling is all about that. Yet there's ambivalence around it too. Who wants to be a snarky salesman?!


Enter Dan Pink, one of my favorite authors, and his new book To Sell is Human. The author of this article, Heidi Grant Holvorson, reviews Pink's book and makes fabulous points on her own.


As Halvorson points out, Pink says that moving people (selling, persuading, influencing) is an essential component of nearly everyone's job in the modern workplace.


Doing so well and effectively without being a slime ball means making sure the ideas and products with genuine merit do the moving.


This helps avoid the traps of manipulation and intimidation


I really like Halvorson's insights, her willingness to tackle the stereotypes of sales, and bring us Pink's latest work.


I've commented before on transactional storytelling (using stories for sales) -- not because I think it is bad, but because I don't want us to lose sight that there is much more to business storytelling than at the level of mere transaction.


Pink, I think, helps us frame influence and moving people to action as we tell our stories in sales/influence/persuasion functions (these are not synonymous terms, BTW) -- in a way that really works. Now I certainly want to get his book to add to the others of his in my library.


Anyway, thought you should see this article. Lots of good material here (and it is not long). I hope you gain more comfort with sales and storytelling, and be able to conduct your influence/sales work in your business or organization with more confidence.


This review was written by Karen Dietz for her curated content on business storytelling atwww.scoop.it/t/just-story-it

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ozziegontang's comment, February 21, 2013 2:18 PM
To alter a perception. An explanation masquerading as fact.
Karen Dietz's comment, February 21, 2013 5:01 PM
Fabulous comments Ozzie! The one about 'telling I can't sell' and being 'sold' on that made me smile :)
Ignacio Conejo Moreno's curator insight, February 22, 2013 4:25 AM

Debe ser cierto que hay personas "nacidas para vender", pero cualquiera puede ser un vendedor eficaz; nadie es "malo" de por sí en ningún area, todo se puede aprender, a lo mejor no se llega a ser un fuera de serie, pero la capacidad de aprendizaje siempre está ahí.

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The 50 Best Social Psychology Books on Persuasion, Influence and Understanding Your Brain

The 50 Best Social Psychology Books on Persuasion, Influence and Understanding Your Brain | Just Story It Biz Storytelling | Scoop.it

Have you ever wanted to be more persuasive, convincing, or if nothing else, understand how others try to influence you? …Of course! Who hasn’t?


Understanding how storytelling works in persuasion, influence, and change, and the research/neuroscience that informs it all is critical if anyone is going to work with stories effectively.


And hooray -- Gregory Ciotti has put together his list of favorite books that help us understand persuasion, influence, change, and stories more deeply. We'll all become more articulate and better at our craft -- whether you are a consultant, storyteller, entrepreneur or CEO.


Some of these I've read, some I haven't -- so I can't wait to dig into this list myself.


I hope we all learn lots and gain lots of useable insights for our work. Enjoy!


This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it 

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Eric Van Camp's curator insight, January 7, 2013 8:55 AM

Must have list on influence !

Metta Solutions's curator insight, January 8, 2013 7:07 AM

Must have list on influence !

Metta Solutions's curator insight, January 8, 2013 7:08 AM

Must have list on influence !

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7 Deadly Sins of Business Storytelling

7 Deadly Sins of Business Storytelling | Just Story It Biz Storytelling | Scoop.it
When it comes to persuasion, companies traditionally appeal to left side of the brain, using logic and reason.

 

I like this article -- it's a short list of what to avoid when crafting your business stories.  And there's plenty of advice on what you do want to do, along with a few examples.

 

Keep this list in your back pocket to avoid these 7 deadlyn sins!

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The Science of Storytelling: 6 Ways to Write More Persuasive Stories : @ProBlogger

The Science of Storytelling: 6 Ways to Write More Persuasive Stories : @ProBlogger | Just Story It Biz Storytelling | Scoop.it
Guest post by Gregory Ciotti. When it comes to crafting words that sell, the research shows us that stories are ...
Karen Dietz's insight:

Awhile ago I curated the research & article by Dr. Phillip Mazzocco and Melanie Green about Persuasion in Legal Settings: What's the Story? where they talk about when a story persuades, and when it does not. Here's the link: http://www.scoop.it/t/just-story-it?q=legal+settings 


Now here is an article -- based on their research -- that summarizes the 6 elements of better stories


The article is written for bloggers but applies to us all. I particulary like elements 2 (realism), 3 (delivery), 4 (imagery), and 6 (context).


Delivery is learned through practice -- and working on your oral storytelling skills is critical whether you are writing your stories, or meeting with prospects/customers face-to-face. I like the examples of good delivery shared here.


I see a lot of articles about imagery as it relates to visual storytelling, but little about developing visual language skills (metaphors, analogies, etc.). There are some great tips here on story imagery.


And context is king. If you can't change your stories to suit the context you find yourself in, you are most likely dead in the water. I like what the author, Gregory Ciotti, says about context and buildilng trust.


So go grab the insights from this article and keep sharing/practicing your biz stories!


This review was written by Karen Dietz for her curated content on business storytelling atwww.scoop.it/t/just-story-it

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Karen Dietz's comment, February 21, 2013 2:02 PM
So true Renee! I concur with comeja -- thanks for both of your comments!
ozziegontang's curator insight, February 21, 2013 2:03 PM

Read Karen Dietz's insights

Ignacio Conejo Moreno's curator insight, February 22, 2013 3:49 AM

Seis claves para contar historias perfectas:

1- Audiencia (target)

2- Realismo

3- Engadgement

4- Imágenes

5- Estructura

6- Contexto

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Do stories ALWAYS persuade?? Narrative Persuasion in Legal Settings: What’s the Story?

Do stories ALWAYS persuade?? Narrative Persuasion in Legal Settings: What’s the Story? | Just Story It Biz Storytelling | Scoop.it

A new look at the narrative in legal settings with reactions from two trial consultants. To begin, researchers in the area of story-based persuasion draw a distinction between argument-based persuasive communications, also referred to as rhetorical communications, and story- or narrative-based persuasive communications.


Are people persuaded by a story or by rational rhetoric? Or a combination of both? Are YOU more persuaded by a story, rhetorical communications, or a combintion of both?


Hmmmm -- what interesting questions! This article tackling these questions is a bit of along read, so grab a cup of coffee one morning this weekend and dive in.


The conversations about storytelling these days promote the idea that everyone is persuaded by stories. Not so!! The researchers here took the context of trial lawyers to test this premis and find out what REALLY persuades people.


As it turns out, several factors come into play as to whether someone is persuaded by stories only. One factor is the individual's need for cognition like debate, solving puzzles, or considering complex problems.  Who knew??!!


Anyway, this is a very interesting article and really puts storytelling as a persuasive medium into context -- and expands our notions about stories, while also course-correcting our assumptions.


The language of the article is somewhat academic but nothing daunting. You will be able to easily get through it.


And I know it will help you get smarter and wiser about how and when to use stories for maximum impact.


Here's the link to the original article: 

http://www.thejuryexpert.com/2011/05/narrative-persuasion/ 


This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it 

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NeuroCooking: Persuasive Communication

NeuroCooking: Persuasive Communication | Just Story It Biz Storytelling | Scoop.it

In my story consulting & coaching work, I often get asked "What is the difference between persuasion and manipulation?" and "Isn't storytelling just a form of manipulation?"

 

Read this article for excellent answers to both, and to put both questions to rest.

 

The article does not specifically address storytelling, but it does address what we are trying to do by sharing our stories in business, and how manipulation is not the goal. The best insights are after the first Q & A in the article.

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