Bookmark Website  | Free Registration  | The Team
The Lounge  | Champions  | The Wire |  Schedule |  Audio  |  Arcade  |  The Top Ten  |  Historical  |  Email  |  Video

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


MORE RESOURCES:

How Barbara Corcoran Turned Her Ex-Boyfriend's Insults Into Motivation to ...
Entrepreneur
If you're struggling to recover after a bad breakup – or any difficult event, for that matter – this video is for you. Looking back on her early days in the real-estate business, Shark Tank star Barbara Corcoran recalls the moment when her boyfriend ...

and more »


Kotaku

How Wolfenstein Nailed Character Motivation
Kotaku
Recently, after I completed a mission in a popular big-budget video game, one of the "good guys" I was working for began yelling at me. Apparently, cutting off the nation's drug supply was a bad thing. After yelling at me for a few minutes, she ...



Jewish Exponent

Israeli film provides ample 'Motivation' for enjoyment
Worcester Telegram
"Zero Motivation" is a quirky Israeli film about human bliss and misery that starts and ends with a bus ride. In between, it explores the fragile relationships among several female soldiers — as well as between them and their boss. They are all ...
From 'Zero' to Box Office ChampJewish Exponent

all 4 news articles »


Kotaku Australia

How The New Wolfenstein Nailed Character Motivation
Kotaku Australia
This is a great, moment that intensifies your motivation to act. Until this point, you've been powerless, made to move against your will, and forcibly tattooed. You've witnessed the horrible suffering inflicted on others. Now you see the true cruelty ...

and more »


Where there's a will there's a way: Enhancing motivation
Practical Ethics (blog)
There are at least two way we might understand motivation and, correspondingly, at least two ways in which it could be enhanced. The first we might call intrinsic motivation. Intrinsic motivation is the psychological mechanism (and accompanying ...



Telegraph.co.uk

Per Mertesacker says Arsenal 'naivety' and 'over-motivation' to draw level ...
Telegraph.co.uk
Asked what the team's thought-process was in the second half when they so chased the game, Mertesacker said: “We looked a bit over-motivated to come back as quickly as possible. That was a big regret. Start the second half on the front foot obviously ...

and more »


NBCSports.com

Webber: Vettel needed fresh motivation in F1
NBCSports.com
Former Red Bull driver Mark Webber believes that ex-teammate Sebastian Vettel needed to find fresh motivation in Formula 1, prompting his move to Ferrari for the 2015 season. Vettel first became associated with the Red Bull brand back in 1999, rising ...

and more »


V8 Supercars

Courtney: Chasing Whincup is motivation
V8 Supercars
James Courtney had it written on his face. What had been a good day for the Holden Racing Team ace then seemed like a re-run of an old movie that doesn't end that well. Six-time V8 Supercars Champion Jamie Whincup sent a message everybody heard ...

and more »


Motorsport.com

WTCC motivation intact, says Honda star Tarquini
Motorsport.com
The FIA World Touring Car Championship's oldest driver, Gabriele Tarquini, insists he's lost none of his motivation ahead of the new season beginning in Argentina next week. Italian legend Tarquini, who turns 53 on 2 March, will again form part of the ...



Mike Trout's motivation: Steal more bases, strike out less, win
LA Daily News
“When you see all your friends they sometimes bring it up. When you meet new people and bring up baseball, the first thing that comes to mind is, 'You lost.'” Trout went 1 for 12 in the series and didn't need the reminder Wednesday. The motivation ...

and more »

Google News


Advertisement



Section Site Map - Submit News - Feedback - Comments - Advertise with Us

Copyright 2006 Luminati Inc. All rights reserved.