10X Business Letter
San Diego, Ca
Mostly Sunny 68 Degrees
Dear 10X Business Builder,
Do you use science to increase your sales?
I do because it increases the likelihood of higher sales conversions. One of the scientific-based influence tools is storytelling (many studies have been done to prove the power of narratives).
Because I have read in numerous studies on this subject, I use this principle into my talks. For example, I have personally used one story to open my presentations at least 50 times, and I got the same reaction all the 50 times (you will have to watch the video now to see how the audience reacts to my opening).
When the MC introduces me I jump right into the story, I DO NOT SAY:
- Good morning everybody…
- How are you guys feeling….?
- I am so excited to be here…
- Before I start this presentation I want to thank the meeting organizer, my dog, my lawyer, etc..
No, I jumped right into the story!!!! Why?
Because I use the science of influence to influence! According to Dr. Steven Reiss, Phd, there are 16 basic desires that every single human being has. These desires make us human, and what makes us unique is the scale of these desires (e.g., some people have more the desire for status, and some people have less, but we all have it).
One of 16 desires is curiosity. People are curious! So when I use this story to open my talks, I am cutting through the audience’s judgments, filters and perceptions and I speak directly to their humanity (curiosity) That is why it works!! While curiosity is not going to guarantee my sales success, it helps me get the audience’s attention immediately, and that helps in selling.
Are you curious to hear the story? Here is the video of me opening the talk with the story
Speak soon, (Seriously! you should!)
Contributor, The 10x Business Letter
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