21 Jul '11, 6am

Beyond Story-Telling and Selling: How to Land a Role in Your Prospect’s Reality Show

I’ve been talking about using the power of stories to persuade and, in particular, to sell your services. But in my last article , I said that it takes more than just telling a few good stories, that you must become a character in the drama of your prospect’s life. But exactly how do you do that? I’m glad you asked. To answer that, I have to take you back in time a little—or perhaps a lot—to your high school literature class. You may recall that a story contains certain elements, such as characters, setting, and of course, a plot. The plot has the following parts: i. Goal: What the character wants or needs ii. Obstacle: Something that stands between a character and his goal—a problem iii. Attempt: What the character does (or does not do) to overcome the obstacle iv. Outcome: What happens as a result of the attempt v. Final Outcome: What the character does or tells about th...

Full article: http://www.sitepoint.com/beyond-story-telling-selling/

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Blog updated: Random rants - Back to reality

Blog updated: Random rants - Back to reality

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