Michel Neray

We’ve all been there. You’ve got a high stakes presentation or conversation, and the people in front of you are nodding politely, but all the while, the little voice in the back of their minds is telling them all the reasons why they just. won't. agree.

Congratulations, you've experienced ‘Crossed-Arm Syndrome’!

Your listeners have a brick wall of belief about something — and that belief is the biggest driver for their decisions and behavior. It could be based on actual fact, or fiction, a hunch, a fear, a stereotype, or a skepticism, but whatever it is, no amount of data is going to convince them otherwise.

Neuroscience to the rescue.

You see, neuroscience teaches us that we build up beliefs and views of the world through a process called Bayesian learning. The end result is like a brick wall of strongly held beliefs. There's no use fighting it, but neuroscience also teaches us that our brains are wired to place greater emphasis on emotion... and there's no better way to combine facts and emotion than in a story.

If you're in sales trying to convince a prospect that your product or service is superior... Or.. if you're a start-up trying to persuade investors to invest in your next great idea... Or.. if you're a business leader espousing the company values to your team... telling a brief but strategically crafted story to overcome Crossed-Arm Syndrome may be the most valuable new skill you can get this year.

You'll learn:

• The physiological and psychological effects of storytelling
• The 5 neural hooks that help your listeners identify themselves in the story.
• Why case studies don't cut it anymore
• How to tap into the listener's own subconscious desire
• How to use this powerful technique ethically, and protect yourself in situations when someone is trying to use it on you!

This program is designed for business leaders, consultants, service-providers, customer-facing team members, as well as salespeople. But the principles of this program are the foundation of all persuasive communications and presentations, making it just as valuable for internal team members, managers and C-level executives who want to be better communicators and presenters.

Its focus is to help participants infuse the boring basic case study with the passion and emotion of a powerful story that engages listeners, dispels sales objections, and establishes ‘you’ as the trusted expert.

Learning Outcomes:

• Why story? The neuroscience behind storytelling
• The two struggles your story must embody
• Basic story structure – why we do NOT use The Hero’s Journey as a model for our purposes.
• Template -- the 5 Essential elements of any and every story
• 8 ways that case stories support your business -- beyond marketing!
• 4 believability enhancers to add even more credibility to your testimonials and case stodies.
• What questions to ask to draw out the relevant content

It is well-established that stories are more memorable and powerful than facts and statistics. Stories are the basis of leadership, coaching, influence, teaching, sales and team culture. From the beginning of time, stories are how we have passed on our values, made sense of the world and effected change. Today, it's how we influence our customers, our teams and audiences.

Combining exercises in NLP (Neuro-Linguistic Programming), classic story-telling, stand-up comedy, improv, acting and professional speaking, Purposeful Storytelling helps participants to strategically turn personal experiences into stories that motivate, inspire and influence team members, customers and other stakeholder groups.

This presentation can be customized to focus on any of the following elements:

• Improv for speakers and presenters.
• Storytelling performance & delivery
• Storytelling structure and audience journey.
• Topic descriptions that sell.
• The craft of comedy for speakers and presenters

If you want to become a more effective leader and influencer … if you want to sell without 'selling'... if you want to gain the kind of confidence that only comes from knowing your unique value... you need stories.

Specifically, you need these stories...

• Your 'testimonial' story (aka your customer story) tells people that the results achieve are real.
• Your 'human' story shows you’re relatable and what it's like to work with you.
• Your 'origin' story defines the problem you solve and positions you as the natural solution; it’s also your 'why me/us' story.
• Your 'secret sauce' story is the most strongly differentiating of all the stories.

The goal is to tell these stories clearly and confidently... and so naturally that they don’t even feel like 'stories'. You share them in conversation, on stage, or with your team.

Key Take-Aways and Tools:

• Why elevator pitches don’t, (and will never) work!
• What truly interests people about your business, service or proposal.
• Story structure specifically adapted to the needs of people in business. (It’s NOT the Hero’s Journey!)
• 8 ways that stories make you better in business and in life!!

This is a conversational approach to selling that works at the subconscious level. People will think you’re reading their mind! In this powerful presentation, participants learn how to use a simple communications tool to help them wrap their heads around their customers’ needs and hot buttons, speak their language, and create powerful communication that makes them buy.

The principles behind Sales Telepathy are grounded in sales techniques proven by some of the most effective direct response advertising and marketing, as well as change management communications. What’s more, it can be applied just as easily and powerfully in sales conversations as in letters, brochures and websites.

Key Take-Aways and Tools:

• How to start a conversation to improve your chances of finishing with a sale.
• How to elicit the needs and wants of the prospects so they sell themselves!
• How to create a ‘burning platform’ to motivate the other person to take action now.
• How to create a powerful sales letter in less than three minutes!