It’s all in the Story….

You can get over both information and experience in a more compelling way if you turn it into a story.Watching skilled speakers will show you how that works on you as a listener.

Here are the basic tips to get you started.

1. Don’t report information. Rather turn it into a story.

Here’s an example.

A report would tell us that Alan Smith is the CEO of an internet security startup, while a story might say with “Alan was sitting in a college seminar one day when he saw the gap in the market that his startup was going to fill.”
If you feel you need to stay with a report format a possible solution is to combine it.
This may be made up of both a factual report and story elements :
• Narrative start – an introductory story
• Factual details – the report
• Narrative End – go back to the story .

2. Collect telling details.

Give the details of the scene. Imagine you are describing the first few shots of a movie. Say wht you saw, heard, felt.

“I had just arrived in the office on Friday morning on a boiling day in August at the end of a very difficult week when I first saw the email that we were to go through another reorganization. I was feeling …..”

3. Pick out the human angle or an interesting facet.

“I was talking to a client last week who told us that this solution means he has more time to volunteer for the community project the company is doing.”

4. Generate suspense with a question or a dilemma.

Which is more compelling?

We were wondering when to introduce localized versions of the product.
OR
Within months IT people from around the world were getting in touch with us to ask us when it would be available in Indian, Chinese, so the question is how do we approach those markets….”

5. Give your story a human voice.

Try and make the language you use sound like they came from a real person.
Quote them directly (the actual words they said) rather than indirectly.
Compare:
Jane told us that the program was good.
OR
I bumped into Jane on the way to lunch last week and she said “Great work. The program is exactly what we want.”

6. Use rich and vibrant language

Enjoy putting together your stories and express yourself in the most interesting and textured way possible.

Here is a good example of that which uses an interesting combination of lyrical and everyday language.

Bono: Introduction The Book of Psalms ( Pocket Canons)
At the age of 12, I was a fan of David. He felt familiar, like a pop star could feel familiar. The words of the psalms were as poetic as they were religious, and he was a star. Before David could fulfil the prophecy and become the king of Israel, he had to take quite a beating. He was forced into exile and ended up in a cave in some no-name border town facing the collapse of his ego and abandonment by God. But this is where the soap opera got interesting. This is where David was said to have composed his first psalm — a blues. That’s what a lot of the psalms feel like to me, the blues. Man shouting at God.

Satisfied Customers ? – One simple question

In all the many and various ways of measuring customer satisfaction here is the one simple question that you should be asking ; ” How likely is it that you would recommend us to a friend or colleague? ”

It was obvious really, because we are more likely to tell it like it is to the people we care about. But it took some serious research by Bain & Co and Fred Reichheld the author of The Loyalty Effect to convince us that this is so.

This work underpins the metric called NPS – Net Promoter Score which is a simple and effective way to find out just how satisfied your customers really are.
Bain & Co explain why they call it the One Number to Grow here

Presentation Design: The Latest Word

Has the world got it yet? Have we all got it that when it comes to presentations – and particularly PowerPoint – that less is more?

Less presentations

Less slides

Less text

Less stuff on the slides

BUT

More thought

More creativity

More images.

Here are the links to the sites of two of the design gurus who are spreading the word.

Nancy Duarte

http://blog.duarte.com/

Garr Reynolds

http://www.presentationzen.com/

What does a Facilitator do?

HOW GOOD FACILITATION WORKS                                      

Facilitation of group workshops, offsites, planning meetings and discussion is becoming an increasingly popular way of working through both everyday tasks and  complex challenges . This is for good reasons because a good facilitator is an insider-outsider who can make sure everyone gets to where the group wants to be.

Here are some of the things a good facilitator can do.

Keeps the Group on Track to get to Desired Outcomes

•           Keeps group on track to achieve objectives in given time frame.

•           Establishes and reminds group members of norms for meeting behavior.

Steers towards the Goals and manages Roles

•           Verifies all group members understand and commit to common goal(s).

•           Sets ground rules for interaction

•           Recognizes when ambiguous roles pose problems for the group  e.g manager / subordinate.

Encourages & Manages Communication

•           Asks open questions to stimulate group discussion.

•           Solicits ideas and suggestions from all members of the group.

•           Provides feedback to group on how well they are communicating and interacting.

•           Addresses non-verbal communication patterns.

•           Paraphrases ideas and suggestions.

•           Maintains open, balanced and clear communication.

Conflict Management

•           Steers conflict away from personalities and toward task-related issues.

•           Summarizes opposing positions.

•           Resolves conflict which may be immobilizing the group.

Enables Knowledge Transfer

•           Identifies appropriateness of the change or solutions that can be achieved.

•           Encourages different views but remains subject matter expert.

•           Implements appropriate decision-making procedure when decisions are needed.

Questions That Sell

Listening and Probing to find out your customer’s real needs are two of the most important sales skills. Those techniques rely heavily on open-ended questions.

These are the questions that cannot be answered properly by one word answers ( no yes and no’s !) , and so they help you to find out the customer’s business situation, real interests as well as letting you establish the connect with the client.

Establishing rapport, trust & credibility

What would you like to see improved?
What kind of challenges are you facing?
What’s the most important priority to you with this? Why?
What other issues are important to you?
How do you measure that?

Information gathering

What prompted you/ your company to look into this?
What are your expectations/ requirements for this product/ service?
How do you see this happening?
What is it that you’d like to see accomplished?
With whom have you had success in the past?
With whom have you had difficulties in the past?
Can you help me understand that a little better?
How does that process work now?
What challenges does that process create?
What challenges has that created in the past?
What are the best things about that process?
What other items should we discuss?

Moving further in the Sales process

What do you see as the next step?
What is your timeline for buying/ purchasing this type of service/ product?
What other information would it be useful for us to know before moving forward?
What budget has been established for this?
What are your thoughts?
Who else is involved in this decision?