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Where to Find Stories to Use in Your Presentations and Sales Conversations

santanaHere’s a 30 minute video recorded a couple of years ago, that will give you examples and ideas of how to be on the lookout for everyday life experiences you can use as stories in your presentations and sales conversations.

In this video, you’ll hear how I took a simple experience I had while playing with two dogs at the animal shelter I used to volunteer at. One of the dogs, Santana (featured here) required a different approach than Harper.

In the video, I describe how I used the questions I recommend you ask whenever you experience something interesting, surprising, or amusing:

“Hmmm…what is this like?”

“What can this interesting experience be used as a metaphor, as a teaching story?”

So…with that in mind, here’s the video.

 

Use Your Origin Story to Make Your Point Hit Home

Here’s an excerpt from a program I did years ago on resilience and building your ability to handle change. One of the concepts I talked about was “Choosing Challenge”–consciously making choices that cause you anxiety. In explaining this concept, I share both part of my Origin Story as it relates to my interest in resilience. I also share an example of choosing challenge.

 

What’s Your Handstand?

While I hope you take in the message in this post, I am also sharing it as an example of using an analogy to dramatize a point and–hopefully–make it “stickier.”

 

I’ve been reading Peter Bregman’s excellent book 18 Minutes: Find Your Focus, Master Distraction, and Get the Right Things Done, which blends compelling “slice of life” stories with wise lessons. I highly recommend it.

You know that saying “You had me at ‘Hello’”? Well he had me at the chapter title: “Anyone can do a handstand.” In that chapter, he talked about the process of learning how to do handstands as an adult.

I loved reading about that because I too wanted to learn how to do a handstand as an adult. In fact a few years ago when I got intensely involved in improving my fitness and athleticism, one of my goals was (and is) to be able to walk on my hands. I haven’t gotten there yet, but I can do a handstand and hold it for several seconds before tipping over.

Enough About Me…What About You…

Before I tell you about the process I went through, I want to ask you to think about something you would like to be able to do, but at the moment, you believe is beyond your ability.

Perhaps it was a job or career change.

Perhaps learning to paint, play guitar, or run a marathon.

Maybe it was speaking up in situations where you would typically stay silent.

Maybe you  tried this thing—whatever it might be—once and failed miserably. You felt shaky and awkward.

And maybe you gave up because you “knew” you were not cut out for it.

Just think about that for a few moments….

OK, Back to Practicing Handstands…

When I first started practicing doing handstands, I would place my hands about 6-8 inches from the wall and then try to hurl my legs and torso overhead. Sometimes, the feeling that I would flip over backwards would be so strong, I would give only a feeble try. I didn’t go for it with abandon.

Even though rationally I knew I wasn’t going to fall over backwards because the wall was there, at a primal level, it felt like that could happen. My body was telling me “Don’t do that, it’s dangerous.”

What Irrational Fears Hold You Back?

As I sit here now writing this, it makes me think of all the primal, irrational fears we let hold us back.

I gradually overcame that primal, irrational fear simply through continuing to try. Finally, I was able to fling my legs upwards without hesitation, making my feet slam against the wall in a decidedly non-acrobatic way.

As I held the handstand, my shoulders would wobble under the strain. Even though at that point I had built up significant muscle strength with my regular workouts, the exercises I was doing had not built up the stabilizer muscles required to hold the handstand position. I could feel those muscles quivering under the strain. It felt like my body was going to come crashing straight down through my shoulder joints, with my head leading the way.

This went on for a couple of months. This awkward, flinging myself upward, feeling vulnerable state.

Then, things started changing.

What had been feeling awkward gradually felt natural. I could lift up into a handstand without having to hurl myself up against the wall. My shoulder stabilizer muscles were easily up for the task. I could even do partial handstand push-ups, and then a full handstand push-up. I could also do freestanding handstands. Even though, as  I mentioned, I’m only able to stay balanced and upright for a few seconds at a time, it’s a far cry from when I started.

And someday…I’ll be able to walk on my hands.

Haven’t You Had Experiences Like This?

Think of times in your life you believed you weren’t able to do something, but slowly, wobble by wobble, you got better and better, stronger and stronger.

You’ve done it before. You can do it again.

 

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Oh, BTW…if you’re wondering “And you want to do this…why?” it’s from getting involved in various intense  exercise programs like Tacfit, Convict Conditioning, other bodyweight training programs, and kettlebell training. Seeing the amazing acts of athleticism and grace demonstrated by these practitioners has made me want to do the work required to enjoy experiencing what our bodies can do. If you’ve ever watched an amazing athlete and thought “It would be so cool to do that” that’s what made me think I would like to do some version of that.

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Back To You Again…So What’s Your Headstand Right Now and How Can You “Throw Your Legs Up Against the Wall”?

OK, enough about me. I wrote this for you.

Let’s go back to that thing you have been telling yourself you cannot do, or that it’s too scary to do.

What simple, wobbly step can you take?

What would be your equivalent of hurling yourself upward against the wall?

What wall could you use that would make that step feel safe enough to try?

What can you do to make it a “baby step” as in “Baby steps Bob, baby steps” from the movie What About Bob?

How about taking that step now or…if you can’t because you’re not in a context where it’s appropriate or possible…promise to make that step then next time you are in the context where you can.

Tell a better story. Generate more interest. Grow your business: seminar recording and handout

Group of Multiethnic Cheerful People Applauding

                  They Loved You!

In this free program for entrepreneurs and individuals seeking to develop their personal brand, we explored how to use stories to make your marketing, presentations, and interviews more fascinating and persuasive.

In this recording,  you will hear examples of how to use stories to:

  • Make you and your ideas more interesting and memorable.
  • Help your audience–whether live, online, or in print–bond to you…and therefore care about what you have to say.
  • Make your presentations more compelling and entertaining.

 Recording and Worksheet from the December 11th program held at the Casco Bay Tech Hub

Here is the handout that goes with the presentation. It will help you create your Origin Story–a must for any entrepreneur. It also will guide in you in identifying Pain and Promise stories, which are a great way to grab your audience’s attention.

 

“She used to be afraid to have these conversations…” : an example of a Promise Story

 

Sport and life achievements and success concept. Rear view sporty girl raising arms towards beautiful glowing sunshine.

Sport and life achievements and success concept. Rear view sporty girl raising arms towards beautiful glowing sunshine.

Promise Stories paint a powerful picture of what can happen if…the reader, listener or potential prospect uses the information or system you are sharing.

They communicate up front “This is why it’s worth listening to what I’m about to share”.

Here’s an example of how to use a Promise Story, from an ezine I sent out to my HumanNatureAtWork.com  subcribers that is based on a conversation I had  with a client.

Storytelling in Action

It’s an example of a couple of storytelling lessons:

1. How to use simple, seemingly unremarkable experiences as the foundation of a teaching story

2. How to use success stories as Promise Stories that encourage people to do the work necessary to get the result they want.

So…here’s the ezine issue with the story as foundation:

I had an inspiring conversation with a client yesterday that made me want to ask you an important question. I’ll share with you what they revealed in a moment, but first the question:

 “What conversation are you avoiding because you don’t think it will go well, but… if it DID go well…it would make a BIG difference in your ability to deliver better results at work and…mean less stress for you?”

  • Maybe it’s a conversation with a peer who is really negative or isn’t pulling their weight.
  • Maybe it’s someone you supervise who isn’t performing at the level you need, but they always get defensive when you try to give them feedback, so you convince yourself their sub-par performance is not THAT bad.
  • Maybe it’s your boss who micromanages or doesn’t listen and it’s slowly eroding your enjoyment of, and commitment to, your work.
  • Maybe it’s at a more global level…maybe you don’t see the level of initiative and “How can we help this company succeed?” in your employees.

[ Note: this bullet point list is based on my old hypnotherapy days. Throwing out a number of potential situations the listener or reader can relate to helps them connect your story with their own life, both at the conscious and the subconscious level. It’s a way to help your stories connect with people at a deeper, more visceral level]

The email continues…

Whatever the issue and whatever the conversation you need to have…but aren’t, you probably have at least one you can think of.

Well, I’m here to tell you that, despite what you fear, that important conversation CAN work out.

I’m also here to tell you that, if you put in the effort to learn the skills of having constructive conversations and you face your fear and HAVE the conversation, it gets easier and easier…

…until you either no longer fear those conversations or…you might feel some anxiety but you are so confident in your abilities, you have them anyway, because you know the odds are they will go well…

Besides my own experiences with this, I have two reports yesterday from clients who shared their victories.

I will share one of them with you.

OK, Here’s the Promise Story

I was doing “Post-Series Wrap-Up” sessions with members of a management team I had been working with for the last six months. As part of these conversations, I asked how satisfied they were with their progress on the Professional Development Plan we put together.

One of the managers had labeled herself in the beginning as “spineless”.

She confessed to avoiding  difficult conversations that she knew she should have because of her fear of people’s emotional reaction and her discomfort with others being upset with her.

Throughout the series, she worked with and used the constructive conversation tools and principles we discussed. She didn’t just “learn” them in the seminars, she used them.

She sucked it up and had the difficult conversations.

By blending study with stepping outside her comfort zone and action, she engaged The Success Cycle.

In our coaching session, she revealed that she no longer fears those conversations or the other person being upset.

Rather than avoiding important conversations and feeling guilty about not doing her job, she is having them when needed.

And she’s getting results.

When I say she engaged in The Success Cycle, I mean she is experiencing the important “nothing breeds success like success” process that is so important to being willing to have the important conversations.

  1. When you practice the communication skills you need to learn to be more effective, you feel more confident and  hopeful that difficult conversations will go well.
  2. Because you feel more confident and hopeful, you are far more likely to actually HAVE THE CONVERSATION, rather than avoid it.
  3. Because you practiced and prepared, the conversation is far more likely to go well, leaving you with a positive outcome and a positive experience.
  4. Because you had a positive outcome and positive experience, these things happen:
    • You are going to be more willing to address difficult issues in the future because you have direct experience that these conversations can work out.
    • Because you will be more willing to have difficult conversations in the future, you will continue to get better and better, which means you will have even more confidence, and therefore your willingness to have the important conversations will continue to expand to even more challenging conversations.
    • This cycle of skill development leading to greater optimism, leading to greater willingness to have the conversations, which leads to greater skill development, continues, making you increasingly more effective and increasingly more comfortable having these conversations.

OK, so now what?

So…if you haven’t already identified what conversations you’re avoiding, do that.

  1. Reflect on the emotional turmoil it’s creating for you NOT having the conversation and CONTINUING TO HAVE THE PROBLEM because you’re not willing to have the conversation.
  2. Get cracking learning the skills that will increase the odds the conversation will go well. You can find a number of articles at my website on this. Here’s one: Let’s Talk for a Change. If you want the spiffy, printer-friendly PDF version, there’s a link at the bottom of the page.
  3. If you want either coaching on this or a program for your team, let me know.

Use a story to start off your presentation…and everyone wins!

Group of Multiethnic Cheerful People Applauding

Group of Multiethnic Cheerful People Applauding

When you start off with a story, not only is it FAR more interesting to the audience (as long as you pick the right story), it also  helps you relax.

If you start off with a story about your own experience, you will feel more relaxed because you don’t have to worry…”Now….what was that pithy saying I was going to start off with?”

Because  your story will most likely be an experience you’ve had, you won’t have to struggle to remember it, because you lived it.

Because it’s familiar to you, it’s like having a good friend right there by your side, supporting you.

So when you start off with a story, your audience wins and so do you.

Here’s an example of me starting off a presentation where I tell a story about a presentation I gave at a major conference and, at the last minute, chose a different opening story than I had planned.

Notice the story I picked and see if you can guess why I picked this story and the lesson you can extract as a speaker.

 

 

For more on how to be a better presenter and storyteller, check out the recording and handouts at:

Tell a better story. Become more interesting. Grow your business.

 

Add StoryPower to Your Talent Management Initiatives

powWhat: A 60 Minute Webinar

When: September 17, 12-1 PM EDT

Where: The comfort of your domicile or place of work

Fee: El Freebo

To Register: Go here…or…you can read on and register at the end…


Description: Storytelling enables you to amplify the effectiveness of all aspects of your talent management and development process. Adding storytelling to your employer branding, new hire orientation, employee engagement, training, and coaching makes them FAR more interesting and persuasive.

By adding compelling stories to each component of your talent management process, you will significantly increase your ability to:

  1. Attract talent, by making your employer branding message more authentic and compelling.
  2. Create a new hire orientation that inspires and communicates clearly “these are what our values look and sound like in action here”.
  3. Dial up the “Inspiration Quotient” of all employee communication and events.
  4. Recognize, reinforce, and celebrate employee behaviors that help your organization succeed.
  5. Make coaching conversations more effective by using stories and analogies to make your message more clear, and using stories to get a tough message across without triggering defensiveness (the latter result being one of the areas where storytelling especially shines)

Companies with great Employer Brands use stories to communicate what makes them a great place to work. Employers with inspiring, engaging new hire orientation programs use stories to communicate “You made a wise choice”, “You can be proud to work here”, “Employees can make a difference here” and other important messages new employees need to hear.

In this webinar, you will learn:

  • The five story genres you want to add to your Talent Management communication mix.
  • How to go beyond vanilla “This is a great place to work. I love it here” employee testimonials and instead tell stories that make your work experience and organizational personality come to life.
  • How to make your new hire orientation program inspiring and pride-inducing.
  • Ways to Communicate and reinforce your cultural values and norms.
  • How to Develop an elicit a “Can do” attitude in people facing major change and challenge.
  • Tools to add spice and punch to presentations rather than bore your audience with pie charts and 12 Point Times Roman lists of abstract concepts.
  • How to Challenge people’s limiting beliefs and perspectives without being confrontational—this is especially useful in coaching.

 

 To Register: go here

 

David Lee - 100x130David Lee is the founder of HumanNatureAtWork.com and StoriesThatChange.com. He is an internationally recognized thought leader in the area of employee motivation and performance, and has been called “a pioneer in the field of onboarding. “ He is the author of nearly 100 articles and book chapters, including a chapter on onboarding in the business classic, The Talent Management Handbook: Creating a Sustainable Competitive Advantage by Selecting, Developing, and Promoting the Best People. He is also the author of the ASTD publication Add Powerful Storytelling Techniques to Your Training. David has been using and teaching storytelling as a clinical, teaching, marketing, and coaching modality for over twenty years.

The Difference a Story Makes When Seeking to Impress

David Sturt featured onTEDxSaltLakeCity

David Sturt at TEDx SaltLakeCity

First off…I don’t mean “impress” like “impress your friends and family”.

I mean “impress upon the audience the importance of your point” and make that point memorable.

OK, here’s a great example of the difference between you making your point using an example vs. telling a story.

In presentations over the years, I’ve shared how Southwest Airlines became the industry leader for the shortest turn around time. They manage to land their planes,  herd the passengers off, herd the next batch of passengers on, and take off in a fraction of the time  it takes other airlines.

How did they do it?

They modeled NASCAR pit crews.

Now that’s pretty cool, isn’t it? That little factoid is kind of impressive.

It’s a great way to  illustrate the principle “If you want game-changing ideas, stop copying your competitors. Instead, look outside your industry or field.”

But the impact that example makes pales in comparison to the story David Sturt, author of Great Work: How to Make a Difference People Love, told me recently during an interview.

Listen to his story about how a group of surgeons from the UK discovered the solution to their “why are we losing so many patients?” problem.  As you listen to the story, notice how the story impresses it’s important lesson upon you far more effectively than simply hearing the Southwest airline “take away message” example described above. Notice also what a fun ride it is learning this lesson.

That’s the power of storytelling.

That’s why you want to use stories to make your points “sticky” (as in Made to Stick).

So…here’s David:

For more of David Sturt’s work:

His Forbes.com blog

OC Tanner’s website

P.S. BTW…there’s nothing wrong with using examples. It’s actually really helpful to use examples to illustrate your points. Using examples is much better than just speaking abstractly. However, if you have the time to share a story, it will make a bigger impact.

 

About The Author: David Sturt is Executive Vice President of the O.C. Tanner Company, the world’s largest employee recognition company.

David is a New York Times bestselling author of Great Work: How to Make a Difference People Love. He is a sought-after speaker and has shared research and insights on recognition, innovation and leadership at conferences to thousands of leaders across the world. You may have read his weekly leadership articles on forbes.com, or seen his interviews in the Wall Street Journal, Fast Company, Huffington Post, Human Capital, and other media outlets.

David has over 20 years of experience as a researcher, product developer, marketer, senior executive, and thought leader. He was born in England, raised in South Africa, educated in the U.S. and Asia/Pacific, and has a degree in Training and Development and an MBA. He has a passion for innovation and making a difference in the world.

 

How Your Origin Story Helps the Audience Bond With You

One of the reasons why you want to tell your Origin Story–why you do what you do–is that it helps the audience connect with you human-to-human. It helps you create an emotional connection.

Here’s a great example of the power of an Origin Story to connect you with the audience. It’s from Amy Cuddy’s outstanding TEDTalk
Your Body Language Shapes Who You Are.

While I recommend watching the whole video because the content itself is powerful and very useful, notice how she shifts at 16:00 when she tells her Origin Story and why she believes in her message. She goes from being an interesting intellectual into being a fascinating, compelling human being you care about and want to know. I wonder about the timing of the story. While it does fit in with her addressing the “isn’t this faking?” objection and provides a powerful answer to that question, I think it might have both made her more bond-able in the beginning and helped her feel less nervous. Notice how she becomes much more passionate and powerful after she tells her story.

 


How I got a skunk to start my conference presentation

skunkHere’s a brief story about how I got a skunk to start off my conference presentation. It’s a fun example of how “stories are everywhere” and how to take a seemingly unrelated life event and use it to start off your talk.

BTW…the sound quality isn’t great, because I needed to filter out the road noise (recorded it while driving).

BTW…part II. If you’re at the Maine Startup and Create Week, I am doing a partner event on Wednesday, from 12:45 to 1:45 at O’Maine Studio. All, the scoop is below.

Now…for the story.

 

Maine Startup and Create Week Partner Event

Tell a better story. Become more interesting. Grow your business.

 

When: June 24rd · 12:45PM-1:45PM

Where: O’Maine Studio, Portland, Maine

Fee: $10 (to cover a light lunch)

A Maine Startup & Create Week Partner Program