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7/24/08: The Power Is In the Story |
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The Power Is In the Story
by Brian Sullivan
"Stories have power. They delight, enchant, touch, teach, recall, inspire, motivate, challenge. They help us understand. They imprint a picture on our minds. Want to make a point or raise an issue? Tell a story." ~ Janet Litherland, author
Several months ago on the way home from the airport, I popped into a Waffle House and ordered some lunch. As I turned to my right, I noticed a homeless woman in tattered clothing sitting alone with her head down in a booth. Hoping to brighten her day, I said hello. She quickly perked up, smiled and shot me a “What choo do for work?” After telling her I teach people how to sell and how I travel a lot for work, she said to me, “Name’s Wilma. And Wilma says you get your butt home. And don’t forget what’s most important. It’s your wife and kids. And on the way home, you get that wife some flowers at the Price Chopper. That’ll make her feel special.” I chatted with Wilma for a while more and then jumped in the car to drive home. As I pulled into the Price Chopper, I realized that while my aim was to help brighten Wilma’s day, it was Wilma who brightened mine by reminding me who my number one customers really are…my family.
The story above is a condensed version of a real story I use in one of my presentations to illustrate how there are learning lessons all around us. I also sometimes use that story when I want to make a point about understanding who our number one customers are…family and friends. At other times I use that story to discuss the importance of being a good listener.
Now let’s say I didn’t use a story to illustrate my point. Let’s say I just stood in front of an audience and said, ‘Okay everybody. You are all spending way too much time at work and not enough time with your loved ones. You need life balance!”…do you think I would move my audience? (Probably, because they would be moving to the exits.) But instead, by telling a story, a point can be made that allows the audience to paint their own picture. And in that picture is the lesson. The story helps us understand.
So, have you had to stand up in front of a group of people recently to deliver a presentation? Or perhaps it was just one or two people that you had to teach, persuade, or influence. So how did you do? If you weren’t 100% confident in your performance, then perhaps it’s time to add a little power to that presentation. And the power will come from the stories that you will tell.
For example, if your company sells medical products and your personally witnessed your product doing something great for a patient, tell the heartwarming story of how it saved a patient’s life. If you are small business owner who at one time blew a major sales call only to learn a lesson, open your next team meeting with a story that creates laughter. If you are an entrepreneur who has to train your team on the use of your product, get rid of that bubble graph Power Point slide that can comatose a gallery and instead tell them a story about the first time that product truly excited you.
So this week, think of a presentation or meeting that you will soon participate in. Then take a few minutes to think of a story that you can add that will delight, enchant, touch, teach, recall, inspire, motivate and challenge. And when you’re done talking, be prepared for the story to spread about what a great job you did moving your audience.
To download Brian’s free “7 Tips to a PRECISE Presentation” go to http://www.preciseselling.com/7tips.html. This free download will give you the skills you need to move an audience. Brian Sullivan, CSP is one of about 10 percent of speakers worldwide to have earned the Certified Speaking Professional Designation awarded by the National Speakers Association and the International Federation for Professional Speakers.
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