Pat and James discuss why stories work in sales. Stories create emotional connections and trust with prospects, and vulnerability builds rapport. They explore how this informal communication technique changes the way people buy.
And, and like I said before, people automatically interject themselves as the protagonist. People will automatically, when you tell stories and metaphors, people put themselves into a somewhat hypnotic state because we're told stories from a child. Our parents sit us down, tell the stories, rub our head, put us to sleep, whatever it may be. Right. It puts us in a bit of a state where we're very open to suggestion.
Yeah. And like the best time you ever have is when you, you catch up with mates and it's not about the things you do. You just sit there and talk about all the good stories you have.
Yeah. And you've said them all 10 times before and they get better and better each time. But it's, it's, it allows you to visualize and it's just a very powerful technique which is why everyone has that friend that's could just tell a story and it's hypnotic and everyone else just as soon as that person, like in our friends group. It's Pat, believe it or not. It's not me, it's Pat. Pat is one of the most. He's an extraordinarily charismatic person and he's a phenomenal storyteller. And when he tells a story, everyone shuts the up. Yeah, yeah, yeah. And he's a very successful speaker. He's a world class dog trainer and travels the world. Has a YouTube channel which we'll put in the link below. It's a really dope channel actually.
If you've got a dog, definitely give it a sub. Okay, so develop.
You ever seen a dog?
Seen a duck? Unless you're on our team, you don't understand that. Yeah. So like developing stories. Why do you need your own stories?
That's a good question, James. And I'm glad that you asked it because you can't tell my stories because otherwise the manner, the manner, well, the matter. But the manner in which you tell it is going to have much conviction. Exactly. Unless you're a good liar or a good actor.
It's like telling a joke and you miss the punchline. Everyone just sits there and go, cool. Thank you. You know, you need.
The great power move is whenever somebody says a joker is telling, is telling a story and it's like finished, but it's sort of a little bit anticlimactic. You go, hey mate, I can't wait to hear the rest of the story. I'll just be right back. And you know, it's over. Like, it's. That was it. You're like, oh, that was good for you. That was good okay. Anyway.
Oh, you just gave him the. Yeah, good chat.
Oh, okay, cool. Anyway. Yeah, man, I gotta run. Yeah, so you need to have your own story. You need to be able to develop. Like, everyone has had difficult things happen. Everyone's had life experience. Everyone's had to overcome a challenge or just do something that was outside of their comfort zone. It's about kind of sitting back and identifying those and then having some analogies. Like, I like to use animals because it's just a very. I think it's very easy.
People like animals.
Well, yeah. And people. People can visualize. Right. Like, you want to make it. If you make it too specific and too. Too hard for people to visualize. Like, if you're like, so picture a spaceship and then the propulsion. It's like, it's got to be, like. It's just got to be easy, you know? I mean, it's like, oh, that makes sense. Like, I had. Or I hadn't thought of it that way. Oh, yeah, yeah. And then if you have your own stories, then it just makes it way easier because, like, the level of conviction and confidence that you can speak with it and the level of emotional connection that you can have with your prospect is on a different level. Because, like, if I'm willing to become deep and vulnerable with you, then you will naturally do the same with me. Because vulnerability is like a. It's like it's a handshake. If I give it to you, you give it back.
Vulnerability is mirroring.
Yeah. And also it's trust. I'm not going to tell someone I don't trust something deep and personal about myself. And if. If I do, it means that we're creating trust. And so if I trust you, then you'll probably trust me, and then you'll still tell me something about yourself. And then all of a sudden, the connection you have with a prospect is very different. Coffee is for closers only.
