Years ago, I had a participant in one of my seminars deliver a presentation. He was poised and professional, yet his presentation was lacking pathos (emotion) so I recommended he open up a little, share something personal.  

Well, he thought about it, and wrote some things down. A while later, I asked him if he would like to try it again. He started his presentation by telling the audience the name of his company, how it was family-owned and how proud he was to work for them. Then he opened up his heart. He told us that family was important to him. He shared with the group that his mother had passed away when he was only 4 years old. The room became so quiet you could here a pin drop. By being willing to open up his heart and tell us about losing his mother he was able to win the hearts and minds of his audience.

I tell you this story because it illuminates the power of story. Sometimes we forget that we are selling people, not products. Stories touch peoples heart, they relate to people in ways, facts and figures never will.  

What’s your Story?

If this short story touches your heart, visit our website  www.triviumperformance.com   then give us a call at 843.301.1768.