“Start adding all three elements into your stories and watch them become compelling.” – John Livesay in today’s Tip 1191
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from John Livesay. John, aka The Pitch Whisperer, is a sales keynote speaker on the power of storytelling and just released a new book with a business fable set in Austin -The Sale Is in the Tale. Here he is:
John Livesay: When I say car door slammed, did you see it? Did you feel it or did you hear it? That’s all about Neural-Linguistic Programming. Certain people have a preferred way of processing information. And as a speaker or a salesperson, it’s your job to make sure you’re addressing all the different ways people assimilate information.
For example, recently I was having a workshop with a healthcare company and they said to me, “You know, John, you tell us that a story should be clear, concise, and compelling. How do we make our stories more compelling?| And I said, “When you add in words that pull people in, the story becomes compelling.” For example, they were saying they had a patient that was so depressed she would sometimes put her head down on the table. I said, “All right, that’s a visual image. Let’s flush it out.”
So now when you tell that story, talk about a patient in her 80s whose name was Pat would be so depressed sometimes that she would put her head down on the table with a slight thud.
Imagine how unhappy you have to be and to feel that you don’t even want to look up to see what’s going on around you. Notice that description had the hearing, the thud. It had the sense of feeling so sad. And then they had the visual that you wouldn’t want to see what’s going around you.
Start adding all three elements into your stories and watch them become compelling.
Scott Ingram: For links to connect with John and to get your hands on his brand new book, just click over to DailySales.Tips/1191. Once you’ve done that, come on back for another great sales tip. Thanks for listening!