This morning I attended a BNI meeting with Jamar Cobb-Denard of Reachmore. The BNI chapter was very engaged in helping each other. An impressive group. Jamar provided an educational spot during the meeting about telling stories in the selling process. He detailed five characteristics of good stories:
Keep it simple – don’t include too many details
Unexpected – what unexpected occurred? This is usually what the person remembers
Concrete – give specifics of how the story applies and relates to the clients
Credible – There has to be credibility to make it meaningful
Emotional – The listener must get emotionally involved
How do your stories stack up?