We naturally focus on facts, not emotions
It is natural to use facts and figures to convince prospects to buy. But stories make communication more effective.
Ground-breaking work done at Princeton University by Associate Professor of Psychology, Dr. Uri Hasson, Ph.D. has shown that the brain of an individual listening to a story synchronizes with the brain of the individual telling a story.
Early in my training career, a co-worker said, “Steve, you light up when you use a story about your daughter, or about a military analogy – something from your personal experience.”
This is true of all of us.
Stories make a point more effectively, quicker, and with more entertainment value.
Stories also increase your personal appeal and make you more memorable. You will come across with more personality and more power.
They will remember how you made them feel more than they remember what you did or said.