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:
Via Karen Dietz, streetsmartprof, Ken Jondahl