[Dec/2022-Archive-April/2022 | Sales] The Story Factor
Intro
Right bring driven story-telling / influence
Chap1 Six Types of Story
Ppl want faith instead of info
Story is path to creating faith
Ppl need to trust you first
Six types of story
Gain trust by telling a story instead of “declaration” (which raises suspicion)
Pull/Push
Story is pull, others (persuasion / bribery / manipulation) is push
Ppl’s first question – who are you & why you’re here?
If don’t have positive answers, ppl usually assume negative
Trust / Rapport / Connection first
Power of vulnerability
Six types of story
Who Am I
Public speaker
Personal Story
Example – i.e. speaker’s grandfather pass away etc.
Leader who demonstrates self-knowledge demo strength
New manager tells “him being fired on his first management job because of micro-management”
People can still doubt “why you’re here” and influencing them
Why I am here
Human nature looking for hidden agenda
Never tell a story to someone you don’t respect – ppl will feel the disrespect
Don’t assume ppl will auto-believe your altruistic story
The Vision
If ppl don’t see your vision, it’s not a vision – example: CEO vs. Mid-mgmt
Tell a story people can “see”
Example: “I have a dream”
Vision story likely to sound bland if delivered without authenticity
The difference between “Laying Brick” vs. “Building a Cathedral”
Teaching
i.e. instead of telling receptionist “how to do it”, tell her the best receptionist you know blahblah (all the descriptions)
Example: Plato – teach about limitation of democracy
Ship in ocean don’t know direction, use majority vote for direction – most popular guy wins but truth doesn’t prevail thus everyone died
What’s good – not over-complex, complexity only where it’s needed
Values in Action
Example – teaching “we value integrity”, saying it means nothing. But telling a story of an employee who hid mistake & cost company $$.
Example – teaching “if it ain’t fun, don’t do it” – parents want kid to learn piano, kids end up burning piano
Very lively image of burning piano! – LongTerm memory
I know what you’re thinking
Example – CEO no respect, but didn’t show it openly. “Cheap Psycho Trick”
Openly use this term “Cheap Psy Trick” – make it have a new meaning
Do this when suspect someone discredit the value of open dialog
Dispel Fears
Example – Tell a story of “committee from hell” (worst case scenario) to make everyone not afraid
Example – “I am a statistician and this will be the most boring one hour of your life” as opening, zero-in the major fear
Chap2 What is story
Naked Truth: telling it directly is hard, tell a truth
Story creates power – people will attribute the intelligence of story to you
Stories are more true than facts because stories are multi-dimensional
Ppl need stories to organize thoughts – guide people story
i.e. employee feel frustrated when all tools need to be “re-tools” because of new product, but given story that other factories are closing down while this factory is given a new product, they find new meaning
Chap3 Story > Facts
Facts aren’t influential until they mean something to someone
Influence/Change people’s narratives
Japanes business man tell American businesswomen to dress “formally” – rude, but with story, more reasonable
One-dimensional vs. Three-dimensional
Bear-trap question : if you’re on wrong side of someone’s ego, they might give you a bear-trap question – make you appear unpopular
Bear-trap question: gross oversimplification that’s designed to make you look bad no matter your choices