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Telling Your Story

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by

Marcus Perez

on 17 January 2016

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Transcript of Telling Your Story

Telling Your Story...with your Prospect as the Central Figure!
Grabbers
You Phrasing & The Hero Model
Big Pictures & Personal Stories
Know Your Audience
Tell...Show...Tell
TELL
- set the stage; use Discovery Info
SHOW
- keep it tight; only the keys that illustrate your value
TELL
- define the benefits; vision of the future
4 Key Components:
Examples:
What if you?
example
1. Normal life
2. Something changes
3. The Hero pushes back
4. Enter the Mentor
5. The Hero saves the day

NEVER:
Imply that the prospect choose poorly in the past
Imply that the employees are anything but hard working, capable people
The Hero Model
You Phrasing
Big Pictures
Pictorial Superiority Effect
Personal Stories
Full transcript