Stories stick in the brain better than facts. The speaker learned storytelling in a Black church and now uses a three-part arc in pitches: why you, why the problem exists, and why now. This approach has driven their sales success.
How do I pitch? I've developed the art of the story arc, and that has actually come from growing up in a black church, where it's very common for people to stand up and give a testimony. And these testimonies are elaborate. And so I think subconsciously, given I grew up in that environment, I've developed the keen ability to tell a story, because, as we know, there's research that stories resonate in our brains. We remember stories more than we remember just pitches. So I think when I am pitching, I try to tell a story that makes sense so that they understand exactly why this is a problem, why I am the best person to solve this problem in my team, and why it's a big deal right now. So that's like. That's sort of the three big things of sales. It's like, why you? Why anything? Why now? And so I've just figured out a way to weave a story into it that I think has led to a lot of our success.
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