Tell to Win

https://www.amazon.com/Tell-Win-Connect-Persuade-Triumph-ebook/dp/B003F3PK9K/

Notes

• WHERE’S THE EMOTIONAL TRANSPORTATION?
• never underestimate the pull of history when it’s artfully told.
• that comes in the office comes with a monkey. That monkey is their problem. They’re trying to leave it with you. Your job is to discover where the monkey is. They’ll hide it, or dress it up, but remember you’re the zookeeper. You’ve got to keep the place clean.
• To tell a story about something you’ve seen, you have to observe closely and thoughtfully
• Once you have enough material to tell a story, then you have to perfect it.”
• organizational story guru Steve Denning
• “Just tell people that they can make a difference in one child’s life,” Bill said. “That’s how you change the world.”
• To open the way for the audience to play a heroic role, the story has to hold out hope
• True teller-heroes are generous as well as powerful. They never lose sight of what’s in their story for their audience. And they only cast themselves as heroes if they know they can deliver.
• Figure out who the hero is, it may not be obvious. Hoffman was not the hero in Rainmaker.
• if you don't have a story, you don't have a business
• if you don't have a hero, you don't have a story
• And the hero’s the character who faces the challenge and fights through to the resolution.
• Simply stated, your hero is the person, place, product, or brand that enables your audience to feel the change your story promises.
• In other words, the hero is the character that your listener will identify with. Why is this identification important in the art of the tell? Because, if your audience experiences the story through your hero, and the story leads your hero to embrace your call to action, then your audience automatically will hear your call too!
• Be interested in what interests your listeners, and they’ll find your story interesting and your goal compelling.
• Aim for the heart of your goal—emotionalize your offering.
• That the best stage on which to tell your story is your audience’s stage, and the best way to locate that stage is to get to know your audience.
• Getting to know your audience also means figuring out the place where they will be most receptive to your tell.
• Seven years in Tibet - In the entire movie there is a single shot of the star Brad Pitt wearing a Nazi swastika
• Gentry’s overriding message was that to make your audience care, you need to know what they care most about.
• What interests your audience will always shape the way they hear your story, so it’s incumbent on you to harness that interest to your advantage.
• it’s more important to be interested in their audience than to appear interesting. Why? Because what they learn about their audience will determine how they tell their story.
• Whether you’re a CEO, salesperson, volunteer organizer, or small business owner, your listeners will never fully connect to you, buy into your proposition, or join your parade unless they can trust you. And only if they respect your motives and empathize with you as a fellow human being will they feel that trust. To tell a compelling story, then, you need to be authentic in your passion for your goal, and that passion needs to be congruent with your experience and commitment
• I don’t do companies that don’t have a story,” she told me, “because if they don’t have a story, they don’t have a business.”
• The story has to have a purpose, it has to be relevant, and it has to have a conclusion
• Be active in your own rescue; confront the stories that others are telling about you.
• Leverage the backstory that rules your listener; it can be a powerful ally.
• Own your backstory so it doesn’t sabotage you when Yorkshire
• Those who do not have power over the story that dominates their lives, the power to retell it, rethink it, deconstruct it, joke about it, and change it as times change, truly are powerless, because they can not think new thoughts.
• The story was about fulfilling need. “Their need, not mine.”
• on back stories - What makes a person extraordinary,” he said, “is that he or she finds a way to tell a new story.
• Stories make facts and figures memorable, resonant, and actionable
• The marketplace wants stories, so give them what they want
• connections are the cargo hidden inside purposeful narratives
• challenge, struggle, and resolution.
• narrative emerges from violations to expectations.
• The Trojan Horse was a delivery vehicle in disguise. So, too, are purposeful stories.
• His telling to win profoundly and clearly taught me that nothing grabs our attention faster than the need to know what happens next?
• Stories are accessible, Chris pointed out, because they’re concrete, active, visual—in other words, easily digestible
• so if human beings are wired this way, then to be effective you have to narrate the facts and figures!
• mirror neurons.
• Deepak is a practitioner of narrative medicine.