Questions for You
Do you rely on facts to make your case?
Which important facts could be captured in a compelling story?
How do you capture the stories that you experience?
How do you remember them?
What is influence, and how do you influence people?
Questions for Your Team
Are you capturing the stories of how people use your product or service?
How are you making sure that your team knows these stories?
Are you using these stories on your website?
What are your founder's most compelling stories?
Watch commencement addresses by Steve Jobs (Stanford, year), J.K. Rowling (Harvard, 2011), and Oprah Winfrey (Harvard, 2013). Observe the stories that they weave during these speeches. Can you find compelling stories in your own experiences?
Here's a fun assignment: go to ted.com and select 10 TEDTalks to watch. Over the course of a few days, watch all 10. As you are watching them, count the number of stories that get told and note whether the stories are "success, failure, fun or legend stories." Reflect on which stories had the most powerful effect on you. Ask yourself; Why did that story affect me the way it did? Now, in conjunction with the Story Matrix(℠) exercise in a related module, begin to build your story 'quiver' so that you will have more impact in your sales meetings.