Pushback by Selena Rezvani & Lois P. Frankel

Author:Selena Rezvani & Lois P. Frankel
Language: eng
Format: epub
Publisher: John Wiley & Sons, Ltd.
Published: 2012-03-08T05:00:00+00:00

Step Five: Prepare to Tell the Story

Your final preparation step is to take all that you've amassed and turn it into a compelling story. How will the case you're making actually spur action—how will it move the people you are engaging?

Business leaders agree: story really matters when you are trying to persuade. Peter Guber's best-selling book, Tell to Win, describes how telling compelling stories has the power to move partners, shareholders, customers, and employees to action. Gruber believes that if you move your listeners' hearts, their feet and wallets will follow. Gruber's most astute pointer states, “Story isn't the icing on the cake, it is the cake.”4

Linda Descano endorses storytelling also. “I'm all about preparation. I put together a story that has a beginning, middle, and end. I really try to understand the audience or individuals and then deliver my story to fit their needs.” In thinking through your performance prior to game day, think of ways you can connect with your counterpart rather than just inundating him or her with information. Similarly, avoid expecting perfection of yourself and instead focus on making a connection and finding mutually beneficial overlap. The best storytellers tend to be highly empathetic: showing that they know what their audience cares about makes their stories feel much more relevant.

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