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Growing leader's inspiration, impact, and influence through the power of compelling communication               www.juststoryit.com
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Sales Lessons for Life -- What Story Has To Do With It

Does life teach us about selling or does selling teach us about life? No doubt, it works both ways. But the business of sales and those who find their careers in selling, are unique. Selling involves full engagement and the most successful salespeople agree that they never really leave it; that selling is in fact, a way of life.


Here is what I love about this SlideShare file:

  1. It is a great example of visual storytelling using compelling, engaging photos that evoke emotion and curiosity.
  2. Several points made in the tips focus on storytelling elements that create engagement -- like listening.
  3. Key messages are crisp and clear.
  4. The message is on building relationships -- a critical product of sharing stories.


The presentation in and of itself does not follow classic story structure. But the advice is solid and familiar. The tips are great reminders for creating success and gaining more sales.  And who couldn't use that occasionally? 


And take some lessons here on visual storytelling for your next presentation!


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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Story Selling: The Nine-Word One-Minute Interview, Andy Paul's Defining Moment

Story Selling: The Nine-Word One-Minute Interview, Andy Paul's Defining Moment | Just Story It | Scoop.it

My first ever interview for a sales job consisted of one question and lasted less than a minute. How I answered that question, and what followed, was one of the defining moments in my sales career. It just happened to occur before that career had even begun.


Now here is a great example of effective storytelling and story selling by sales professional Andy Paul in several ways:

  1. It is a terrific story that is the entire blog post (conveys messages through the story; does not contain lots of information with a little story sandwiched in between).
  2. The story conveys principles on multiple levels (personal values, sales values, corporate values)
  3. The story demonstrates/shows the value of integrity -- Andy doesn't talk about it, he brings us into his experience.
  4. The story contains all the elements of a compelling story (setting, problem,  drama/tension/conflict, resolution), including a key message at the end.
  5. It is easy to read (language, layout, length).


LOL -- Andy's a client -- can you tell?!


And I love that the story is about sales, but is not trying to sell you anything. Yet after reading the story, I bet most people would be very interested in purchasing and reading Andy's book.


You too can do this in your blogging and on your website. The more stories you can tell following the points above, the more trust (and sales) you will gain.


Thanks for sharing one of your stories Andy!


This review was written by Karen Dietz for her Just Story It Scoops at www.scoop.it/t/just-story-it 

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Story Selling -- B2B

Story Selling -- B2B | Just Story It | Scoop.it

For today’s sales leaders it’s almost impossible not be analytically driven. Every aspect of our sales lives are driven by key performance indicators, dashboards, and pipeline metrics. Making the number is what it is all about. ES Research Group is a strong believer in management by numbers—after all, if it can’t be measured, it can be managed. One area where we think it’s all right to think outside the analytical box is connecting with customers through storytelling. I’ve written about that before here and here.


If you've missed the other articles I've curated on using stories in sales, then this article is a great review. Plus there are links to other articles on selling via stories, and a link to a podcast interview with Mike Bosworth. Mike is a sales trainer who has created a 2-day workshop just on effective storytelling for sales people.


You will find value in the articles and the podcast in this overview, along with some good tips in the podcast. 


Selling via stories = business growth!

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Create Business Stories That Sell -- Using Story Dice Game

Create Business Stories That Sell -- Using Story Dice Game | Just Story It | Scoop.it

Storytelling Dice is a new role play game designed to teach your sales & marketing teams how to: 

• Make your value propositions stick like Velcro by telling relevant and memorable stories that inspire your customers to take action.
Think on their feet since every sales situation is different.
Have fun discussing how real people have used your offering to solve real problems.


This looks like a very cool tool! I just purchased it so I can try it out with a sales team I am working with.


In the meantime, read all about it, go through the SlideShare document, download the free teamplate, and see if it intrigues you.

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Dr. Karen Dietz's comment, April 20, 2012 10:54 AM
Thank you for re-scooping this Iliana! Have an awesome day :)
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Sales Advice: Fix Your Storytelling + My Tips

Sales Advice: Fix Your Storytelling + My Tips | Just Story It | Scoop.it
You've already spent time perfecting your questioning and listening skills. But how good is your storytelling?


This article is short, sweet and to the point: if you want more sales, tell stories. But not just any stories -- good stories!


So what makes a good story? The points made in this post: pain & gain, characters, obstacles, and a key point for each story.


I don't agree with the conclusion at the end that it is hard to tell if storytelling is working with your prospects.  Just look in their eyes -- if you are telling your biz stories well, they are connected and engaged. If that's not happening, then go fix your stories.


Here's where sales people stop: only contacting prospects 2 or 3 times when in reality it can take as many as 10 'touches' to get the sale. So don't give up! Keep telling those stories!


Now what kinds of stories do sales people need to tell? The obvious ones are those where customers have had successes with your products/services. But those stories are just the tip of the iceberg and will get old fast. Here are a few others you need to share:

  1. How your business got started
  2. What your passion and commitment is to the business
  3. Mistakes that have been made and how you've recovered
  4. Cautionary tales of propects who've waited too long


But here's the real secret to using stories in sales: asking for and listening FIRST to the stories of your prospects. Asking them for their stories.


Enjoy the article, get busy with your storytelling, and enjoy the uptick in sales :)

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"All I Really Need to Know I Learned When I Failed" Stories

"All I Really Need to Know I Learned When I Failed" Stories | Just Story It | Scoop.it

While discussing the challenge of building trust in a particular industry where clients are known to be especially skeptical and wary, one business owner’s story stood out clearly. It was a failure story, and it was extremely powerful. People paused, turned around in their chairs, and listened closely.


Yes, yes, yes -- your 'failure' or 'mistake' stories are just as powerful as your 'success' stories. And they are critically important to tell, especially if you want to build trust.


Unfortunately, it is a rare article that discusses this type of story and why it is needed.  Until now.


I get weary and leery of the exclusive focus on 'success' stories while forsaking others.  They are so one-dimensional. And as gratifying as success stories are, it's not only what happens in business.


That's why whenever I work with clients -- either individually or with their companies -- we also find those 'failure' or 'mistake' stories to convey authenticity. The real world is full of successes and mistakes -- and clients want to hear both because hearing  both builds trust.


Even when I work with job-seekers, we always include a story about a mistake they made and how they recovered.


The secret to making this kind of story work? Sharing how you overcame the failure, the lesson you learned, your take-away from the experience.


I like the reasoning in this post, and then the questions at the end to get you started. Enjoy adding this powerful story into the mix.

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What You Need to Know About Content Marketing in 2012 [INFOGRAPHIC]

What You Need to Know About Content Marketing in 2012 [INFOGRAPHIC] | Just Story It | Scoop.it

What you need to know about content marketing this 2012

 

I like this infographic because content marketing is all about sharing your stories. This piece shares with us statistics that will help guide us in using content marketing/storytelling to grow our businesses in 2012. I love what the data shows.


And thank you fellow curator Jonha Revesencio for originally finding this article!


Via Jonha Richman
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Dr. Karen Dietz's comment, March 26, 2012 11:09 PM
Thank you for re-scooping this article Gerrit! Have a great week :)
Frugal Diva Designz 's comment, April 14, 2012 8:10 PM
Nice Infographic!
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How real estate professionals can use the power of storytelling to sell more houses

How real estate professionals can use the power of storytelling to sell more houses | Just Story It | Scoop.it
Imagine this scenario: As a real estate professional, you’re walking a potential buyer through yet another home. You’re not sure how many homes you’ve seen with them. It seems like ...


I think this is a great article not only for real estate agents, but also for any business.  And I really like the practical advice and examples specifically geared towards real estate professionals!


Here's how any business can use this advice: find out what your customer stories are, and then craft your biz stories to connect with their stories.  CAUTION: don't make up stories. Making up biz stories to hook customers is manipulation.


Instead, craft your authentic business stories. Part of your work is attracting customers who can connect with your stories.  But don't do this blind -- find out as much as you can about the kinds of customers you want to work with and their stories.  There should be natural connections between your stories and theirs. So find them!


Read the rest of this article for more insights and concrete examples.

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How to Create a Life-Changing Presentation

How to Create a Life-Changing Presentation | Just Story It | Scoop.it
Life-changing presentations share a set of common attributes. In this guest post, John Richardson elaborates on his SPARK method.


What a nice recap of the elements that create a compelling presentation -- you know, those presentations that are meaningful to you in some, keep you inspired, and spark action on your part.


I also really like that my friend, colleague and fellow Toastmaster Sheryl Roush was mentioned http://www.sparklepresentations.com/  I love her SPARK tips that this article shares.


All the points listed (and tips given) are part of effective storytelling. So go read the article to see how your business presentations stack up and what you might want to add. 


May all your presentations be WOW!

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Rowan Norrie's comment, March 16, 2012 4:02 AM
so true Karen! The most memorable presentation I ever heard was about Harley Davidson. The stage was empty and suddently the space was filled with the roar of a Harley. The speaker then drove onto the stage. Talk about kinesthetic! He told the heartwarming Harley story with ups and downs. When he showed the video of thousands of bikes driving through a town on one of their rallies, there was a lump in my throat.

That presentation must have been about 15 years ago, and I still remember it.

Have a good weekend!
Dr. Karen Dietz's comment, March 16, 2012 12:08 PM
What an amazing experience Rowan! Wish I had been there with you to see it myself. Sounds awesome! I've got some talks coming up and my creative juices are flowing :)
Dr. Karen Dietz's comment, March 17, 2012 9:19 AM
Thank you Gisele for re-scooping this article! Have a wonderful day :)
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Does Your Brand Tell a Powerful Story?

Does Your Brand Tell a Powerful Story? | Just Story It | Scoop.it

"Brilliant's not enough in today's economy--you need a compelling story so people will remember you. (#branding Does Your Brand Tell a Powerful Story?)"


There are good tips and insights here on finding and sharing your business's brand story.  I particularly like how the author talks about the 'energy' and 'pulse' of a brand story, encouraging us to "Raise your brand energy levels." The questions posed to get us started are really good also. The entire article is a good read.


Here's to more vibrant, energetic, authentic, personal, humanized brands!

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Sales, Marketing, Big Data, and Stories | Partners in EXCELLENCE Blog -- Making A Difference

Sales, Marketing, Big Data, and Stories | Partners in EXCELLENCE Blog -- Making A Difference | Just Story It | Scoop.it
Actually, these are best leveraged together---big data and powerful analytics have deep meaning when positioned in the context of powerful stories. Stories give people a context in which to position the analysis provided by the data.


This is a really nice article about how well data and stories work together.


The only piece I would add is this: share your stories first, and then support them with data.  Most often people go for the data first, and then maybe share a story.


So do the reverse and you won't put people to sleep or have them looking at you with a quizzicle eye wondering, "And what does this data mean?"


Story is the meaning-making part of the equation. Data is the sense-making part.


Enjoy!

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Create an Effective Presentation

Create an Effective Presentation | Just Story It | Scoop.it
Nick Morgan, CEO of Public Words, explains five key steps to engage any audience....


Wow -- what a great, simple, full of how-to tips 3 minute video on creating a great presentation.


Everyone has trouble with presentations. But if you follow Nick's steps, many of your challenges will be solved. I really like the 5 story categories he shares and his translation of those stories into business themes. Makes tons of sense.


Of course I like that he leads with 'Tell a story." I repeatedly find that when a speaker can tell a story, then issues of body language, expressions, tension, and fear of forgetting what he/she wants to say all lessen or disappear


So start there and follow the rest of the tips for a winning presentation.

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Dr. Karen Dietz's comment, February 25, 2012 4:00 PM
Thank you for sharing this!
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Love Stories, Hate “Storytelling”

Love Stories, Hate “Storytelling” | Just Story It | Scoop.it

The strategic use of stories is growing rapidly in today’s business world as entrepreneurs and organizations recognize the power of story to engage others. Story has always been a key part of business communication, but the recent spread of “business storytelling” has also perpetuated some myths. I’d love to drop the term “storytelling” in favor of something like “storysharing” or “storylearning.” Here are seven reasons why:

 

Love this article because if you've ever had to justify storytelling as a core business activity, you've run up against these myths.  And this article gives you ways to respond to each myth. Yeah!

 

Thank you Gregg Morris for sharing this post!

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How Sales Reps Can Listen to Customers Effectively [To Hear Their Stories}

Listening is one of the four fundamental competencies of a professional sales person, and yet, many sales reps fail to do it well.


Want more business? Want to engage customers? It is all about listening!


Here's what I like about this article -- it is all about listening and doing it in such a way that it actually evokes stories.


There is even a script given that is actually leading a potential customer into sharing their story. This leads to (as the author says) "From a sales person’s perspective, the more we listen, the more different positions, motivations, opinions, and nuances we are able to understand and accommodate. The wiser and more capable we become. Since we are able to understand an ever-growing panoply of positions and opinions, we are able to feel a rapport with more and more customers, and move closer to a consensus position with them."


There are good examples and how-to tips here that will help you listen better and evoke stories from customers. Enjoy the read.


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

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StoryBranding Part II -- Your 'Why'

StoryBranding Part II-How it works- Learn about how the persuasive powers of story can be applied to your brand.


This is the second video about story branding from Jim Signorelli. It is short, sweet and to the point -- focusing on WHY.


By WHY, Jim means -- what is the 'why' behind your business? What is the cause behind what you do? 


Understanding, articulating, and communicating the WHY of your business is the first critical step in story branding.


Because remember -- people don't buy the 'what', they buy the WHY.


Enjoy this video and if you haven't already, start figuring out your WHY!

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clarice's comment, May 21, 2012 1:18 PM
I really liked this video, Karen, thanks for discovering it. (I've tweeted it forward, too!)
Dr. Karen Dietz's comment, May 21, 2012 3:21 PM
Thanks Clarice! Glad you like it so much. Jim Signorelli is terrific. Have an awesome day :)
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How Asking “Why” Helps Us Get to Our Larger Biz Story

How Asking “Why” Helps Us Get to Our Larger Biz Story | Just Story It | Scoop.it
Asking 'why?' is an important strategy for content marketing. Our content should focus on delivering value to our customers beyond the product or service we provide. It should ultimately answer the question of 'why' our customers care about us.


People by the 'why' not the 'what.'


So what are your 'why's'? You know: the number of why's your customers purchase your product or service, or engage with your nonprofit.


That is what this article is about -- asking yourself 5 why questions to get at the larger story of your business you are trying to share.


There's more than one way to skin a cat -- and here is another technique to help you focus on undetsanding & then sharing the 'why' in your biz stories.


Let me know what you come up with!


Many thanks for friend and curating buddy Jan Gordon @janlgordon for finding this article and sharing it with me! Check out her Content Creation, Social Media & Beyond Scoop.it!

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Dr. Karen Dietz's comment, April 22, 2012 12:26 PM
Thanks Cyndee! Have a wonderful Sunday :)
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Compete on Know-Why, Not Know-How

Compete on Know-Why, Not Know-How | Just Story It | Scoop.it
Do you know why you make the products or offer the services you do? Too often I find that companies don't have a clear enough sense of why they do what they do.


Oh, this is so true! Let me explain first why I like this article. Then I'll explain how it fits into business storytelling.


I like this article because once again, we are being reminded that people buy the WHY not the 'what.'


The author does an excellent job in explaining how understanding the 'why' is extremely important in innovation -- and every business no matter how small or big, needs to be constantly scanning for the next incremental or major innovation to bring to its customers and the marketplace.


The best idea in this article comes from the notion of 'core insights' that are complementary (and essential) to 'core competence'.


Now here's the link to biz storytelling. Once you understand about 'core insights' by reading this article, your next question will be -- "So how do I get those core insights?!"


Voila -- through listening to your customer's stories in story gathering sessions. And through listening to your staff's stories that they share about the products/services you offer and their stories about customers.


This article doesn't make that link, but I hope that the concept of 'core insights' coupled with the technique of story listening/gathering will bring you plenty of material to keep you competitive! 

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Dr. Karen Dietz's comment, April 15, 2012 8:42 PM
Many thanks for re-scooping this!
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Stories that Sell: Part 1 « Practical Eloquence

Stories that Sell: Part 1 « Practical Eloquence | Just Story It | Scoop.it

This story inspired Rosa to believe in the product, and she passed her belief on to her customers as she repeated it to them. After Rosa told her story at a loan officers meeting, credit life sales went through the roof.


Here's what I like about this article: it explains exactly why sharing stories in the sales process brings sales.


Once you understand the 'why', it's much easier to start doing the 'how'. There are tons of articles in this collection to help you with the 'how' if you have questions.  Just go up to the Tags tab above and select 'storycrafting'. You will find all you need.


If you need more ideas about what types of stories to use and when during the sales cycle, select the Tag 'sales' for more info.


Enjoy this post and the results you will receive by sharing stories!

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Why Relationship Marketing is Important for Businesses

Why Relationship Marketing is Important for Businesses | Just Story It | Scoop.it
In this video I interview Mari Smith, author of The New Relationship Marketing and Facebook Marketing: An Hour a Day.Mari shares how rel (Businesses need #listening skills!


Biz story telling is all about relationship marketing. In this 8 minute video, learn more about relationship marketing in today's technology climate and gain great tips for how to do this more to gain more business. The video is with relationship marketing expert and fellow San Diego resident Mari Smith.


Enjoy!

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5 Reasons You Need to Meet in Person (hint: to share stories!)

5 Reasons You Need to Meet in Person (hint: to share stories!) | Just Story It | Scoop.it
My clients are just like yours: They want to Skype, email and text. But here's why you still need face time.


This article is indirectly about story sharing, yet it is a terrific reminder in this age of texting and Skypeing that meeting in person is invaluable and still the richest communication channel we have.


Want to make an impression? What to gain understanding about your prospect or customer on multiple levels? Want to reach a depth of relationship with them? Want to hear their stories and have an opportunity to share yours in more meaningful ways? (That's the tip I would add to make the list 6 in number.)


Then carve out time to meet in person. Take the 5 reasons listed here to heart and gain more business! 

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NEVER THANK YOUR AUDIENCE: Competitive Sales Presentation Skills

NEVER THANK YOUR AUDIENCE: Competitive Sales Presentation Skills | Just Story It | Scoop.it
Thanking the prospect puts you in a weak position for selling. Learn why thank you, is the wrong way to go for a win, and what you can do instead.


When I first read this title, I'm going, "Jeez, so now presentations are competitive!?" Then I read that this is about SALES and I go, "OK, let's see where this goes."


Here's the bottom line and how it connects with biz storytelling: the article helps us craft much better endings. Crafting compelling endings that inspire action are HARD. This article talks about what most of us do -- thanking our audience at the end of our presentations.  Even if we are not giving sales presentations, this is what we do and it is not effective. 


This article very clearly explains why. And I really like the questions posed in this article because they really help anyone crafting certain biz stories to focus the story on your customer. In founding stories, focusing on yourself is OK, and eventually you want to shift the story over to focusing on the customer. You can adapt these questions to hep you do that.


Then read the comments to the article -- there's gold there too!

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Dr. Karen Dietz's comment, March 25, 2012 2:15 PM
Thank you for re-scoopiong this Anne-Laure! Have a great week :)
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Rethinking PowerPoint: The New Wave of Presentation Tools

Rethinking PowerPoint: The New Wave of Presentation Tools | Just Story It | Scoop.it

From Karen: In a presentation rut? Looking for better tools that actually allow you to more easily create a narrative or allow for easier story sharing than PowerPoint? Then check out this article and the recommended tools!

 

Although tools like Powerpoint and Keynote have become the de facto standard for giving presentations, they are often limiting in their design and ease of use. And while tools like SlideShare help users share their presentations online, they often don’t give enough context to the slides.

 

To provide solutions to these pain points, traditional presentation tools are being completely re-thought from the cloud down to help presenters deliver a better presentation, and share it relevantly after it’s done.


Thank you to fellow curator Baiba Svenca for originally curating this article!


Via Baiba Svenca
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Dr. Karen Dietz's comment, March 15, 2012 3:52 PM
Yeah, it is definitely making the rounds!
Roger Fisher's comment, March 18, 2012 8:22 AM
Karen, I've learned so much from you and Baiba. Thank you! Keep up the good work!
Dr. Karen Dietz's comment, March 18, 2012 12:00 PM
Oh thank you Roger! You've made my day :) Have a great week coming up!
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How to Create Great Advertising with Storytelling | Smart Marketing Strategy

How to Create Great Advertising with Storytelling | Smart Marketing Strategy | Just Story It | Scoop.it
Why storytelling is such an effective advertising technique and how to tell compelling stories in your smart marketing strategy.


Creating stories for advertising can sometimes be tricky -- you've got a short amount of time and need maximum impact in order to gain and keep those eyeballs --and make sales!


This article helps us understand th 7 characteristics of effective advertising storytelling, gives us a few lessons for developing your story ad strategy, and then includes a final tip/link about what not to do.


Nice -- solid ideas without being too long or difficult to grasp :)

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Dr. Karen Dietz's comment, March 11, 2012 9:44 PM
Thank you for re-scooping this Bi!
Dr. Karen Dietz's comment, March 13, 2012 12:02 PM
Thank you for re-scooping the article! Have a wonderful week :)
Dr. Karen Dietz's comment, March 13, 2012 1:33 PM
Thank you for re-scooping the article Morgan! Have a great week :)
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How to Tell Stories That Create Action

How to Tell Stories That Create Action | Just Story It | Scoop.it
MarketingProfs guest bloggers Robert Wu of CauseVox and Annie Escobar of ListenIn Pictures share tips for telling stories through videos that draw others into your cause.


I really like how the authors give us categories of stories that inspire listeners to take action. These categories are slighty different than what I typically find, which is why I brought this article into the collection here.


The kinds of stories/videos that work best, for example are:

  1. Impact stories
  2. Movement portraits
  3. Vision videos
  4. Campaign video


And plot structures to use?

  1. Challenge plot
  2. Creativity plot
  3. Connection plot


I know you'll like these easy-to-digest tips so you can start making more impactful videos/stories for your business.

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Dr. Karen Dietz's comment, February 29, 2012 9:27 PM
Thanks for re-scooping this Richard! Hope you are doing well :)
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Story Selling to Gain Trust, Commitment & Business

First gain trust, then gain commitment. Establishing a human connection is the key to successful selling.


Here's a great 6 minute video introducing the concept of story selling, with tips to get you started.


It's an engaging video and well worth the watch. I know as I work with more sales teams, I'll be sharing this one with them!

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