“A story, if broken down into its simplest form is a connection of cause and effect. Cause and effect is how we make decisions, which is literally what you’re trying to earn from your prospect.” – Dale Dupree in today’s Tip 75
So what’s your story?
Join the conversation below and tell us about your story!
Scott Ingram: Your listening to the Daily Sales Tips podcast and I’m your host Scott Ingram. Dale Dupree is back today for part three of his five part series for links to the other tips in this series. Hop over to DailySales.Tips/75 where we’ve got them all nice and cross referenced for you. Here’s Dale Dupree, The Copier Warrior and Leader of the Sales Rebellion.
Dale Dupree: This is tip number three right here on the show. We’re talking about my reason theory, which is to radically educate and share one’s narrative. Today is all about the ”S” inside of reason which stands for Story. Story serve a purpose inside of communication. It’s where we can make a meaningful impact on the conversation and draw out the individual who was entertaining our pitch. The purpose of telling a story is to help them understand that you are truly trying to build credibility while doing it differently than anybody else. And so when you give your story to a prospect, the idea is to tell your tale. Be Vulnerable because undeniable curiosity and making encounter feel like an adventure. Talk about what’s important to you and how it applies to them and the relationship that you’re going to be pursuing. A quick fact is that stories activate the entire brain and speak to your prospect on a completely different level.
So let’s talk about that for a second. Some science behind storytelling backs this theory up. It’s quite simple. If we listened to a cold call that has the same old crap that we’re used to hearing or we see a PowerPoint presentation with boring bullet points. Only certain parts of the brain get activated. There language processing parts of the brain where basically you decode words into meaning and that’s it. Nothing else happens. It’s why you get bored or lose attention when being presented to through slides during the monday morning meeting at the office. But when you’re being told a story, things changed dramatically. Not only are the language processing parts in your brain activated, but any other areas in your brain that you would use when experiencing the events of the story. So for example, if someone tells you about how delicious certain foods are, your sensory cortex lights up. If it’s about motion, your motor cortex gets activated. A story, can put your entire brain to work. Now all of this is interesting, but why is it so important to my reason theory? Well, if we know that we can activate our prospect’s brain better if we tell them stories, then the simple answers this, A story if broken down into its simplest form is a connection of cause and effect. Cause and effect is how we make decisions, which is literally what you’re trying to earn from your prospect. There yes, decision to meet you. So remember, stories are primal and they invoke raw emotion, emotion that allows your prospect to see past the noise of the typical sales call and to better understand why they should meet with you.
Scott Ingram: So what’s your story? You don’t have to tell us the whole thing, but we’d love it if you’d share an element or to maybe even create some undeniable curiosity. So join the conversation at DailySales.Tips/75 where you’ll also find links to all things Dale Dupree then come back next week for the fourth part of his five-part series and come back tomorrow for a tip from Tony Hughes.