Enhance your sales prospecting for HR

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now I want to transition a little bit one of the things I remember about your keynote is that you are a master Storyteller you told a story on stage that provided such detail that I can still in my mind picture what I think the prospects facility look like that you were in which in in my opinion is something that many of us are guilty of not doing is adding in little details to allow people to put themselves into the story because we feel like we're speaking too much right we don't want to be a blabbermouth sales rep we don't want to dominate a conversation which is obviously a great way to think but also you might be leaving some things out which might not allow your prospect or your customer whomever to put themselves into the story talk to me a little bit about your philosophy at how storytelling helps sales how you integrate it into your process and what the value is for you well the thing about stories is the stories are the way we communicate so I mean some people communicate really long stories I'm from Georgia so so you can tell that I tell really long stories and I talk fast so like you know that's what I do and but and some people's you know talking short stories but stories are the way that human beings communicate and the reason that we tell stories to other people is so that we can be understood so there's two things about stories one you want to get your prospect telling you stories so that you can learn their language learn what's important to them learn what's in there but at the same time stories activate our brain there's a lot of science around this a lot of data around how stories activate the brain so I'll give you a couple of examples so in one example it's how I tell a story of a recommendation so when I'm giving my proposal to someone I I use the hero's journey which is essentially Star Wars have you ever watched Star Wars right what is Star Wars Luke is in an untenable position on tatawan I think is the name of the of the planet and he meets old Ben Kenobi right so Ben Kenobi an old Jedi he mentors him and says listen and this you can do better than this and Ben Kenobi shows him a better place we could go here a recommendation and and then they go right and then and then Luke comes back and he's the hero right so what's going to happen so I I can't wait that long I can't wait for my client to become a hero so I need to tell them the story of how they're going to be a hero