Why stories matter — your 6-step plan to increase sales with the right tale
By Henry DeVries
A tough challenge for many in business is convincing enough prospects to hire them. To become more persuasive, it pays to know how we are hardwired for stories. If you want your prospect to think it over, give him lots of facts and figures. If you want him to decide to work with you, tell the right story.
Storytelling helps persuade on an emotional level. Maybe that's why so many brands are putting an emphasis on teaching their sales and business development professionals storytelling techniques that will move units and convince prospects to come aboard.
The "Simple Six-Step Heroic Storytelling Formula” will help you close the deal. But here's the catch – these stories must be true case studies told in a certain way. Here's how it works:
1. Start with the main character
2. Have a nemesis
3. Bring in a mentor character
4. Know what story you're telling
5. Have your hero succeed
6. Give the listeners the moral of the story
The bottom line is that nothing is as persuasive as storytelling with a purpose. The right stories can work wonders whether you are using them in a one-to-one meeting, in a presentation that is one-to-several, or in a speech or publicity that is one-to-many. Start today to build an inventory of persuasive stories.