In my previous post we looked at why stories always trump slides in sales presentations. Now what? How do you actually go about creating compelling stories for your sales messaging? Here are a few principles to help make the stories you tell – whether in person or in writing – more memorable and more effective. 1. Create tension – Tension is one of the most basic elements of great storytelling. It’s what keeps us on … [Continue reading]
Stories
Is it time to throw away your slides and tell more stories?
I was recently at a large annual event in the tech industry. While there were several big-name speakers and some very creative presentations, one stood out above the rest. Everyone was talking about it after the event. It was by the former CEO of a major insurance broker (who would have thought!). What did he do differently? He spent his entire speech – the better part of an hour – just telling stories. There was … [Continue reading]