“To be a person is to have a story to tell.” ~Isaac Dennison
Storytelling is one of the most important tools of persuasion. From a very early age, we’re naturally wired to hear stories. It’s not only a way to communicate but to incorporate into business.
If you told nothing but stories–no pitch, no features or benefits–just stories, you could be very successful in business.
When you tell a story, it puts your listener–your prospect or client–into a receptive state where they accept with ease what you’re telling them. They bypass the resistance that has been built up in our cynical times. And when you can touch the heart of a prospect, it makes them feel important. These feelings can be tapped into with stories.
In order to persuade people, you need to have the faith and belief of your prospects. Facts do not accomplish this rapport.
Today most people have highly attuned B.S. detectors as a result of being confronted with a constant barrage of messages and requests. People don’t like to feel they’re being persuaded or sold, but when you use stories to get your message across,...
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