Storytelling

Do you know who these people are?

Good salespeople are good story tellers – not in the sense of spinning tall tales, but in the sense of relating to clients in terms that resonate emotionally. Articulus training teaches you to frame messages in ways that unlock the mind of your audience to learn something new.

Here’s some science that supports this notion, The Power of Persuasion from PBS.

I have learned to start meetings by creating mystery, which makes people pay greater attention. You’re still wondering what that photo is all about, aren’t you?

Turns out those horsemen are American Special Forces soldiers in Afghanistan, in the early days post-9/11. I’ll start a presentation on consulting projects with this image, asking the question I asked you – Do you know who these people are. My point is that when you are facing a daunting task, you have to start somewhere, and it’s really important that your first team members are adaptable and very, very good. It subliminally associates what I am about to say about digitalization consultants with that group, and I like that.