Bits and bytes, throughput and output, uptime and downtime – whatever the facts and figures are in your business – are measurable and impactful, but they rarely have the power to inspire buying decisions. All of us have at some point in our careers tried to overwhelm our prospects with air-tight financial models that show amazing performance but there’s still something missing.
That something is the story that gives your facts and figures their context and meaning. Take a look at these numbers – and then the true benefits of these numbers:
• “We made 10% on our money – so we gave half of it to charity.”
• “We saved 20% on our cost of goods – so we hired more people.”
• “We were 50% more productive – so we took a day off and went on a picnic.”
The above numbers mean so much more when we know the whole story – the humanized story.
Jeffrey Gitomer is a nationally renowned selling expert, and he’s clearly an emotional guy. He writes with emotion and he speaks with emotion. He knows that more sales, for the sake of sales, wouldn’t be a very engaging story to motivate his clients. Check out his two-minute clip below on how stories engage.
Sign up for The Sunday Snippet!
Good ideas to help you prosper delivered fresh each Sunday morning.