ICommunicate Radio Show #129: Using Storytelling To Influence And Engage

Do your sales people talk features and functions and sell on price? Whether you're an executive pitching your company vision or a sales pro selling a product or service, you need to capture the attention of your audience, persuade them that you can help, and make sure you're remembered. In this week’s episode of ICommunicate, storytelling expert Robert Mattson joins Mark Altman to discuss how to be more compelling and memorable. They also discuss the keys to motivating people who are selfish, lazy and smug. Segment 1: Far too often, we understate the impact that storytelling has on the people around us -- especially in sales, where a memorable and engaging story can mean the difference between whether you or a competitor is hired. What makes storytelling such an essential skill? How can it improve our effectiveness as leaders? Segment 2: At the end of a day, a salesperson finds success if they can convince a customer that their product or service will add value to that person’s life. What are the key components to delivering a story that resonates with our clients? Segment 3: Let’s face it, we’re not going to become phenomenal story tellers overnight. How can we practice our ability to tell engaging and meaningful tales? How do we structure stories and determine what aspects are the most important? Segment 4: Know your audience. We hear that all the time, but what does it really mean? What techniques can we use to make our audience feel that our stories are applicable to them?