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The Art of the Story in Training and Sales

Written by: Charles Kettner

Article Overview: What I am referring to is taking whatever situation you are presented with and relate a simple real life story that connects your message or point so the client or student can understand it better.

The Art of the Story in Training and Sales

It is not just children that love good stories. Being a professional salesman, expert trainer and nationally recognized trainer of all levels of managers, I have found one of the greatest weapons in my selling, training and management arsenal is the ability to tell and relate a GOOD story to either my client or my students. I do not necessarily mean a story that makes them laugh...though sense of humor IS one of the 8 Basics of Success.

What I am referring to is taking whatever situation you are presented with and relate a simple real life story that connects your message or point so the client or student can understand it better. You would be amazed how often employers, teachers, trainers and sales persons alike talk OVER the heads of their intended audience.

Just to give you an example...I currently have an African American High School basketball player working with me. Make no mistake, everything I explain that is complicated to this very bright young man I relate it to something in sports. Beyond a shadow of a doubt this young man has excelled in his position because I made it a lot easier for him to relate to the intricacies of the position with sports stories. I do the same with everyone.

When teaching or making a sales point I have found it invaluable. When you are selling or training remember, rather than arguing your point or getting frustrated by some one's inability to grasp what you are trying to convey, tell them a good story. You will find that children ARE NOT the only one's that LOVE a GOOD story!

"The Specialist"

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Article Tags: arsenal, audience, expert trainer, high school basketball, intricacies, mistake, professional salesman, school basketball player, sense of humor, shadow of a doubt, sports, weapons, young man



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