Telling stories in business is a discipline that is your most important tool in your success toolkit. Take selling. Most often, sales people operate at the level of features and benefits, staying within that narrow “leaf level,” mistakenly thinking that this is where decisions get made.
The ability to move comfortably back and forth between the forest, the tree, the branch and the leaf, describing the complex chemical reaction at the leaf level while also describing the stunning beauty of the forest itself. As we move from level to level, different kinds of stories get told. And it’s these stories that build connections and context for the decisions that we are asking our clients and employees to make.
Your action: Capture your stories and work on wrapping them around the facts and data, bits and bullets, features and benefits.