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Heroic Art of Story Selling
- 1. PRESENTATION THIS IS NOT A THE HEROIC ART OF SELLING A STORY
- 3. PRESENTER Have I got a PowerPoint for you guys… YOU ARE NOT A
- 5. SALESPERSON YOU ARE A It’s not a phone. It’s your destiny…
- 7. PRODUCT But I have 7 times the moistening power! YOU’RE NOT SELLING A
- 9. A STORY YOU’RE SELLING You’re judging me, aren’t you, you bastards?
- 10. WORLD IS A STORY ABOUT THE WAY THE
- 11. WORLD IS A STORY ABOUT THE WAY THE This just in. No one really likes the winter Olympics.
- 12. COULD BE A STORY ABOUT THE WAY THE WORLD
- 13. COULD BE A STORY ABOUT THE WAY THE WORLD I’m so glad we don’t have to pretend to like Curling anymore.
- 14. WILLING? ARE YOU
- 15. IS NOT YOU THE HERO OF THE STORY
- 16. IS NOT YOU THE HERO OF THE STORY Hey, Bill. Have you lost weight?
- 18. AUDIENCE IT’S ACTUALLY YOUR I could kill you all with my fluffy little finger.
- 19. WINNING THE BEST STORIES AREN’T ABOUT
- 20. WINNING Wow, that was easy. Let’s go dance like children on Meth. THE BEST STORIES AREN’T ABOUT
- 21. OR GLORY
- 22. OR GLORY So no medal for the Wookie, huh? Dicks.
- 24. COMPLACENCY THEY’RE ABOUT I really want more ENT cider, but the fridge is sooooo far away.
- 25. FEAR…
- 26. FEAR… But this is my scared face.
- 27. FAILURE…
- 28. FAILURE… Help him I cannot. A whiny bitch he is.
- 29. MASTERY…
- 30. Adrian! The montage is finally over! MASTERY…
- 31. MAYBE AND FINALLY, WINNING AND GLORY…
- 32. MAYBE AND FINALLY, WINNING AND GLORY… Saved the Shire? Grumpy Hobbit is not impressed.
- 33. BATTLE IT WILL BE AN EPIC
- 34. BATTLE IT WILL BE AN EPIC Wait. Are you sure you did ALL of your homework, boy?
- 35. HERO’S JOURNEY THIS IS THE
- 37. TRUE STORIES THESE ARE ‘Do this, Luke. Do that Luke. Clean your sleeping pod, Luke.’
- 38. THEY CAN BELIEVE DON’T TELL A STORY
- 39. THEY CAN BELIEVE DON’T TELL A STORY I’m nodding my disapproval.
- 40. THEY CAN OWN TELL A STORY
- 41. THEY CAN OWN TELL A STORY Wait ‘til the world sees this. Instant cred.
- 42. SALE IS MADE THAT’S THE MOMENT YOUR
- 43. SALE IS MADE THAT’S THE MOMENT YOUR To be clear… This doesn’t make us friends.
- 44. THE END
Notas del editor
- Sure you’re standing in front of a room full of important people. And you’ve got a deck full of pretty slides. But are not here to present anything.
- Sure you’re standing in front of a room full of important people. And you’ve got a deck full of pretty slides. But are not here to present anything.
- You’ve got a sale to make. But be warned – this sale is not business as usual.
- You are not selling digital marketing expertise. Or strategy. Or CRM, or search and analytics, or scale platforms or websites or banner ads.
- If you read Resonate by Nancy Duarte, or attend her training, you’ll understand that a story is the most important tool in a salesperson’s arsenal.
- The best stories – even the ones in galaxies far, far away – reveal insights, emotions and truth that paint a unique – yet familiar – picture for your audience.
- The best stories also create the promise of a world heroically committed to serving those insights, emotions and truths.
- It’s easy to default to templates and bullet points. Telling a story is hard. But I believe you can do it.
- You’ve worked tirelessly all weekend to create brilliant ideas that could change the game for your client. Awesome. But sorry, you’re not the hero. So don’t pretend to be.
- Remember when you walked out of Star Wars and immediately turned a cardboard gift-wrap tube into a light saber? You want your audience to feel the same way. But your story is not about blowing up the Death Star…
- If they were, every adventure story would be about 2 minutes long. Frodo hops in a helicopter and throws the ring into Mt. Doom. The End.
- Luke, Han and Chewy get their medals in a lavish ceremony. The End. Rocky wins the heavyweight title. Credits.
- Bilbo is perfectly fine being a simple – whatever his occupation was. He doesn’t really want to have an adventure.
- Neo can’t escape the Agents in the beginning of The Matrix because he’s afraid he’ll fall from the ledge of his employer’s building.
- Luke can’t raise the X-wing fighter from the swamp. Neo can’t make the jump between buildings. Rocky can’t beat Clubber Lang.
- Every montage sequence in the world.
- Aragorn gets crowned King, but Frodo and the other Hobbits return to the Shire where this guy gives them the stink eye.
- Your story shouldn’t be easy. Your audience needs conflict, surprising turns, and something worth fighting for.
- This isn’t new to you. Here are just a few of the films that use this storytelling technique:How many audiences have they inspired?Go read about it in detail.
- We all struggle with complacency and fear every day, and have to redeem ourselves over and over again. We want to see our own reality reflected in our stories.
- You don’t want head nodding. You want an audience on the edge of their seat, begging to know what comes next.
- You want them storming out of your theater, ready to go back to their desks and start making light sabers.
- So I just pulled a hero’s journey on you.
- I started with your ordinary world – marketing guys.
- Then challenged your identity, and called you to become something greater: a storyteller.
- I told you what might await you on that path. Let you know it would be hard to change. I gave you a chance to refuse the call.
- I was the creepy old wizard. The Gandalf, the Obi-Wan, the Morpheus.I tested you by telling you you weren’t the hero – even though I made it apparent you absolutely are.
- And I gave you allies and enemies – complacency, fear, failure, and mastery - the elements of the Hero’s Journey.
- And I told you that you still have a huge battle to face. Getting your audience to own the story.
- That battle, will be selling a story. And the Hero’s Journey can help you win.
- Just like Homer, Steve Jobs, George Lucas and Tolkien before you.Now I want you to return to your desks tomorrow ready to make lightsabers, to rethink the way you sell your ideas, and come share them with us next time.
- And help make our ordinary world a little less so.