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The Art ofStorytelling: The Artof Sales. One and thesame?July 15, 2021 copyright 2018-21 Bryson Broadcasting InternationalP.O. Box 521161 Tulsa, OK 74152 918.810.3068www.patbryson.com Pat @patbryson.com
People store informationThe day was extended byFireside chatter:Listeners and tellers:Uri Hasson: A person telling stories canWhen providing information in a business environment:A spreadsheet:trumps .Reward centers in the brain:1
A somatic state:A thought can trigger the sameThe amygdala:Cortisol:Dopamine:Oxytocin:The Marketing Channel2
The science behind the stories:Left Side:Right Side:Neocortex:Stories activateWe see the whole picture!Oxytocin:Trust buildsOur prospect is asking himself:The amygdala:3
This increases retention by timesMirror Neurons:People listening to the same story:The leads us to makeThe leads us toIf stories sell, why do we use so many facts?In presentations:Balance withCome alive withUseCommercials shouldPresentations MUSTA study of 1400 marketing campaigns:Based on emotion:Based on logic:Based on both:Are we writing ads that have emotional appeal?4
Antonio Damasio’s research:Transportation theory:Individuals altered their real-world beliefsRadio and TV are the perfect vehicles to tell stories:Storytelling for business:Storytelling:What makes a good story?1.2.3.5
Pixar’s formula for a good story:1.2.3.4.5.6.7.Tools to make a great story:Metaphor:Repetition:Analogy:Rule of Three:Simple words:Don’t: Do:What types of stories do we need?1.2.3.4.5.6.7.8.9.6
Stories to get appointments with a new prospect:A hero:A struggle:A happy ending:Stories to get appointments with a new prospect:A hero:A struggle:A happy ending:Stories to illustrate long-term and event schedules:A hero:A struggle:A happy ending:7
Stories to illustrate long-term and event schedules:A hero:A struggle:A happy ending:Stories about how advertising works:A hero:A struggle:A happy ending:Stories about how advertising works:A hero:A struggle:A happy ending:8
Stories about how to measure advertising:A hero:A struggle:A happy ending:Stories about how to measure advertising:A hero:A struggle:A happy ending:Stories to reduce risk:A hero:A struggle:A happy ending:9
Stories to reduce risk:A hero:A struggle:A happy ending:Stories to avoid the “chicken out” period:A hero:A struggle:A happy ending:Stories to avoid the “chicken out” period:A hero:A struggle:A happy ending:Stories to avoid cancellations:A hero:10
A struggle:A happy ending:Stories to avoid cancellations:A hero:A struggle:A happy ending:Stories to ask for referrals:A hero:A struggle:A happy ending:Stories to ask for referrals:A hero:A struggle:A happy ending:11
Stories to create our company culture:A hero:A struggle:A happy ending:Stories to create our company culture:A hero:A struggle:A happy ending:Do we reward employees for “wow” stories?The best salespeople are story-tellersYour homework assignment: Share and catalogue your ownstories.12
My new book is available at www.patbryson.comSign up for my free newsletter at www.patbryson.comCall me: 918.810.3068I’d enjoy speaking with you about the services we offer. I doin-person visits with your staff as well as virtual sales meetings.My goal: A salespeople!!!!
The Art of Storytelling: The Art of Sales. One and the same? copyright 2018-21 Bryson Broadcasting International P.O. Box 521161 Tulsa, OK 74152 918.81
