‘Facts and figures are forgotten. Stories are retold.’ -Jeffrey Gitomer
If you’re mathematically oriented then MAYBE you’ll remember the charts and graphs someone shows you in a presentation. And sometimes charts and graphs are really necessary to get to the specifics, but the real power of persuasion in presentation is the story.
Not long ago, I used to believe I wasn’t very good at telling stories. It wasn’t a shyness on my part or esteem issues, but I didn’t really understand that my stories were actual stories, that my stories were the real deal, the lifeblood of persuasion.
We all have stories. It might not be the most obvious story, but something tangential to your life. . . maybe your grandparent’s struggle, or a triumph over adversity or something very simple. If you are a financial adviser maybe your story is about how your family struggled financially when you were young. Or for Realtors, maybe it’s about how you changed lives when you found the perfect home for a client.
The first object in storytelling is to get your listener to agree with you. When that happens, persuasion inevitably...
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