Please enable JavaScript.
Coggle requires JavaScript to display documents.
Sales - Amplify Value through Storytelling - Coggle Diagram
Sales - Amplify Value through Storytelling
I) Prepare Your Session
Objective
Persuading for Purchase
Answer Audience's unspoken "The Question."
(within 1 min)
WIIFM
Based on the stakeholder types
(CEO, CTO/CIO, CDO, CRO, CSO, Sustainable Officer)
3 Goals
Let the audience know who you are
Introduction, Expertise (Preferably in advance)
Give them a reason to listen to you.
It's about them, their Context, Challenges
Provide a structure they can easily follow.
Agenda - Breadth and Depth based on the audience and their Needs
1: The Foundation
Creating compelling stories and how to effectively deliver them with impact
2: Navigate Concerns
Validating and navigating with a story (that will advance our opportunities and drive both action and urgency with customers.)
3: Inspire Transformation
the practical application of inspiring action (with a story that will advance our opportunities and drive both action and urgency with customers.)
Biases
Endowment effect
IKEA effect
Forgetting bias
Status Quo bias
Loss Aversion
Gain frame (to manage 1-3 biases)
Loss frame (to manage 4-5 bias)
4: Competitively Differentiate
how to competitively differentiate with a story (that will advance our opportunities and drive both action and urgency with customers.)
II) Set the Stage
Title and Agenda
Jump right into your presentation.
30 seconds to capture your audience’s attention.
Facts / trends applicable in their context
Keep it light
Start with humor
Quickest way to break down the invisible walls between the speaker and the audience is humor.
Put your best first
III) Structure the Session (Deck)
Streamline your presentation
Speech objective and purpose
Remove extraneous
Support with examples, stories, or vignettes
IV) Add Polish
Activities
People remember 80% of what they see and do
(as opposed to what they hear)
Pose a question
V) Leave With a Memorable Ending
Call to Action
Objection Handling
Competition
Partners - ISVs + SIs
Salient
Knit your questions in such a way that decision maker think that they have created the idea and take ownership. They should make stories in their own words.
Be Humble and Personalize story by adding Google role and learning from the story.
Always Invite to Commit through knitting Questions
Resource
Global Pitch World Cup Evaluator Rubric
The Art of Storytelling in the News World | Palki Sharma Upadhyay | TEDxMICA
Your Own Story
Control your story
Tell your story in your own words
Went through the motions of life
(e.g. Study, Job, Marriage, Promotion, Kids, Retirement)
Viewer
We forget the customer. Rather we do bandwagon. Copying what others are doing, bigger, bolder, brighter but not necessarily better
Katha and Kathakaar
Orbit Shift
Gravitational Pull
Personal
(Self doubts, Mind limitations)
Company
(This is the way work happen here)
Industry
(Current practices)
Social & Cultural
(Prejudices)
First Principles
Aristotle for Speech
Ethos
Character - Authority, Commitment, Credibility
Logos
Reason, Logic
Pathos
Emotions, Genuine Connect
Metaphor
Relatable Parallels
Brevity
Short sentences, Paunchy Lines, Information Tags
Customers
What they are looking for?
What's the purpose why you are doing?
Which one story has profoundly impacted you?
4Cs - Context, Challenge, Campaign, Commit
Aristotle for Speech
Invite audience, Assign them roles, Let them lead
ESG usecase - invite your audience and assign them as data analyst
Storytelling way [What (Context), Why (Challenge), How (Campaign), When & Who (Commit)]