Storytelling - The Great Motivator of People

In a data-driven world, facts and figures are the order of the day in sales calls, employee meetings, board rooms, and political assemblies. Traditionally, when a person is trying to convince someone else to do something they use the logic of benefits and features - long the sacred domain of anyone in sales.

And they are missing the boat.

What truly moves us as human beings, what prompts us into action, is emotion. Imagination is the conduit of emotion and well-crafted storytelling carries the imagination.

Consider this story:

You place your hand on top of your head, only to feel the sun radiate from your scalp. Sweat trickles down your back and the once ironed shirt clings to your sides. The pavement roasts your feet even through your thick-soled shoes. You've been walking for a 45 minutes, trying to find the office where you are scheduled to make a sales call. Suddenly, a swoosh of cold air swirls at your side as a young couple comes charging out of an ice cream parlor, licking swirls of raspberry and vanilla perched in a sugar cone?

I'll bet you're ready for some ice cream!

What engaged you was the reliving of a common experience. I didn't need to itemize the benefits of cooling off or list the features of ice cream and this particular store. You were drawn in by your imagination. Facts tell. Emotion sells. You imagined how you would win over the odds of heat by taking a break for ice cream.

We follow leaders who capture us by stories that draw us in and give us purpose for being part of the company. We buy products when we see or read of the human experience with that product. (Remember the Maytag Man?) And we accept the call to action if we hear a compelling story about triumph over odds. Think about the solicitation letters you get from non-profits. They are often stories of individuals who suffered greatly until the non-profit's "product" allowed them to regain a semblance of their life.

In short, crafting compelling, honest stories that resonant core values in action is a skill worth learning by any leader, manager, sales executive, or parent.

In his best-selling book Story: Substance, Structure, Style, and the Principles of Screenwriting, Robert McKee, the world's best-known and most respected screenwriting lecturer, argues that stories "fulfill a profound human need to grasp the patterns of living-not merely as an intellectual exercise, but within a very personal, emotional experience." Or as USC leadership guru Dr. Warren Bennis states, "Man cannot live without story any more than he can live without bread."

What's the point you want to make at your next meeting? Is there a story that can be crafted to that point-not a sermon to be intoned?

Who has used your product and reported a wonderful story that came as a result of that product? Or did you even say, "Tell me a story?"

What stories are told in the coffee room about what it is like to work where you are? What contribution could you make to this story that could improve the ending?

What future do you want? Create a story about it.

Remember, people are not inspired to act by reason alone. The heart holds hands with the head.

? 2003 by Eileen McDargh. All rights reserved

About The Author

Eileen McDargh is an author, radio commentator, organizational development consultant, acclaimed international speaker, and retreat facilitator. Eileen is the author of four books and is a frequent contributor to numerous business journals. Visit her web site www.eileenmcdargh.com or contact her toll free at 877-477-4718; Eileen@EileenMcDargh.com

---

Why You Dont Ned Motivation

As a life coach, I often hear people say they lack motivation ? in fact, the "motivation discussion" is almost a ritual with my new clients. You really want something, in fact you... Read More

Quick Steps To Handle Setbacks

Looking for a way to handle a setback?Edward W. Smith, motivational speaker, author and TV show host, who specializes in quick tips on how to move your life ahead even faster, offers this... Read More

STOP! Reading the Headlines and Live Your Own Life First

Imagine! 40 is old. The California State Supreme Court has said that when are you are 40, employers can discriminate against employees using this age as the excuse.I attempt to ignore all headlines... Read More

Procrastination: Hypnosis Can Help You Overcome It

I recently saw a t-shirt with the following saying: "Procrastinate later." I had a great laugh. However, procrastination is really not that funny.The Effects of ProcrastinationJust what is procrastination? It is the habit... Read More

Motivation: Small Changes, Big Results

When I was 8 years old, my parents let me go to the toy store with my buddy Mike and his Mom.My dad gave me a whole dollar to spend.At the store I... Read More

Dont Be Afraid To Build The Dream

Don't be afraid to build the dream - Attempting to live our life by our own design is certainly no small feat. Often it means doing without in the short term. It can... Read More

Want Real Change in Your Life? Take Action!

It's easy to begin a year with analysis: months, days and even years of "thinking." Many of us would like to believe that "reaching goals" begins with an armchair, a self-help book and... Read More

Courage

"Courage is being scared to death - but saddling up anyway." ? John Wayne"Courage is the clich? hallmark attributed to the hero. I say clich? because people talk about courage as if it... Read More

Who are they to say it cant be done?

Doesn't it just burn you up when you have just shared your 'great idea' with someone and not only are they not as enthusiastic as you, they even go as far as to... Read More

How to Give Yourself a Motivational Warm Up When You Wake Up

Question:What is the worst thing you can do when you start your day?Answer:Wake up feeling lethargic and expect yourself to perform at 100% from the moment you get up in the morning; and... Read More

My Grandmother Never Had a Degree

There were four generations sitting at the kitchen table, smacking on Mommy's delicious meal-somehow we never made it to the dining room. I smiled to myself when I thought of how fabulous this... Read More

8 Super Ways To Avoid Procrastination

We are all guilty of delaying what needs to be done at sometime or another; so learning ways of how to avoid procrastination is beneficial to everyone.Although learning how to avoid procrastination is... Read More

Dont You Quit!

"A man who has nothing to die for is not fit to live." -Martin LutherYou sat in that secret corner of your room. You felt the bubbles of excitement in your pumping machine... Read More

Contemplating Change And Moving Into Action

Do you ever have the sense that there has to be more to life than what you are presently experiencing? Those are the moments in time where you become consciously aware of your... Read More

What is Success?

Everyone wants success. People talk about setting goals and positive thinking and getting to the top. However, most of these same people never really define what success means to them.Instead they think only... Read More

Growing Out of Your Comfort Zone

It has been said that "if you are not growing, you're dying." As human beings, we are on a constant journey called life. Rick Warren has been quite successful at stimulating thought and... Read More

Put Some Fire in Your Desire

One of the keys to success is staying motivated because it is being motivated that keeps us going out the door every day to change the world and reach our destiny! It is... Read More

4 Secret Ways to Stop Procrastinating

Ever wonder how to stop procrastinating?I was recently talking with a friend who said, "You know, I need to have guests over to my house more often." "Why is that?" I asked. "Because... Read More

A Simple Motivation Technique For Massive Success

Want to hear about a simple & effective motivation technique? It?ll help you get motivated and stay motivated.Do you want to know the key to beating procrastination and achieving much more?Let me tell... Read More

Dismantle Self Imposed Limits

Round about us is an invisible box that we have created around ourselves, which defines our horizon. Things within this box are within reach, achievable, see-able, touchable, believable, feasible, possible. Outside this box... Read More

Who Is The Inner Critic?

The inner critic is that voice inside your head that tells you that you aren't good enough, smart enough, talented enough, pretty enough, or strong enough. It nags and natters at you to... Read More

Unleash Your Unlimited Power

Your Non-Conscious Mind is 98% of your full power. Your Inner Knowing is at least 986,743 times more powerful than your non-conscious mind. The reason is because this inner knowing has direct access... Read More

Success Through The Power Of Daily Action

Daily actions to achieve your goals means daily progress and daily excitement as you start to feel your dreams are actually coming true.As you take action daily, you cannot fail to realize that... Read More

Finding Direction: Finding Passion Series - 2 of 3

In order to find the right direction for ourselves, we have to do some soul searching. What is it I want to accomplish? Why? What kind of person do I want to become?... Read More

Taking Action NOW: 9 Key Strategies...Part I

Awareness, understanding what impacts you!Awareness makes it possible for you to begin to understand what is happening in your life, what is missing in your life, or even what you did or didn't... Read More

The Secret Motivation Strategy That Never Fails

No matter how much you want to make your dreams come true you still need some practical ways to keep yourself motivated over the long term. You need the ability to keep going... Read More

Why Do Flowers Inspire Me So Much?

I grew up in a very cold climate where winter seemed go on for 6 months and ice, snow and barren trees is what you saw on a daily basis. Plus the bone... Read More

Storytelling - The Great Motivator of People

In a data-driven world, facts and figures are the order of the day in sales calls, employee meetings, board rooms, and political assemblies. Traditionally, when a person is trying to convince someone else... Read More

Mind Power

King Solomon said "As a man thinketh in his heart so is he as he continues to think so he remains. Aristotle said "What we expect that we find. Demosthenes said "What we... Read More