The Power of Stories
Posted: Thu Jan 23, 2025 7:04 am
In terms of tone structure, storytelling is a great way to show your prospect that you understand what they're up against.
As human beings, we are programmed to respond to stories. Not only do they help us remember information better, according to studies in neuroscience, they also trigger the release of oxytocin, a pro-social chemical in the brain that makes us feel caring and safe.
By putting the capabilities of your solution in a colorful context, your customer will better understand and relate to them.
That doesn't mean you should avoid sharing facts, figures, or statistics. Rather, you founder email list should find ways to integrate product features or service benefits into stories of how they've helped existing and satisfied customers with similar challenges.
As you develop the structure of your demo, you should:
Keep your audience engaged with short answer questions at all times
Gather their thoughts on your offer immediately after your presentation.
Directly asking your prospect what the next step in their decision-making process will be
The point is to get feedback
on the ground on how any gaps between the need and the solution that may still exist can be closed.
your prospect and offering to address any questions or concerns that arise.
As human beings, we are programmed to respond to stories. Not only do they help us remember information better, according to studies in neuroscience, they also trigger the release of oxytocin, a pro-social chemical in the brain that makes us feel caring and safe.
By putting the capabilities of your solution in a colorful context, your customer will better understand and relate to them.
That doesn't mean you should avoid sharing facts, figures, or statistics. Rather, you founder email list should find ways to integrate product features or service benefits into stories of how they've helped existing and satisfied customers with similar challenges.
As you develop the structure of your demo, you should:
Keep your audience engaged with short answer questions at all times
Gather their thoughts on your offer immediately after your presentation.
Directly asking your prospect what the next step in their decision-making process will be
The point is to get feedback
on the ground on how any gaps between the need and the solution that may still exist can be closed.
your prospect and offering to address any questions or concerns that arise.