Leveraging The Artwork Of Storytelling To Shut The Deal

With over 25 years of expertise in gross sales and presentation administration, James Ontra has established himself as a dynamic chief within the fields of technique, technical improvement, and entrepreneurship. Because the CEO of Shufflrr, an organization that focuses on presentation administration software program, Ontra’s experience helps companies and professionals be certain that their digital shows are optimally designed to drive connection and outcomes.

Ontra offers an summary of presentation administration and advises on how firms can harness the ability of storytelling to turn out to be extra persuasive in gross sales negotiations. 

What’s Presentation Administration

Merely put, Ontra describes presentation administration as “a type of content material administration the place each file is formatted to current.” With software program like Shufflrr, firms can retailer and set up all their digital content material (pictures, movies, information) in a central location – which affords a extra streamlined system for company-wide entry and continuity. All this content material can then be translated to slides, which could be organized by theme, which ensures that any and all people conducting gross sales shows has entry to a complete slide deck. 

“Consider Amazon however for slides; but when all of these slides had been on level to your firm.” Ontra explains. “Consider how simple it will be to place collectively a presentation.”

Past group, presentation administration in the end turns into a advertising and marketing instrument that enables for a higher-level of engagement with potential shoppers. How so? With a strong deck of slides (that comprises any presentation ever executed at mentioned firm), presenters enhance the percentages of manufacturing a slide that may attraction to a possible consumer’s wants or pursuits. 

Ontra elaborates on how this administration system improves outcomes in gross sales shows, “[With software like Shufflrr], my presentation is following the dialog, not forcing the dialog, which is a crucial to closing the sale.” 

The Energy of Storytelling in Gross sales & Negotiations

Based on Ontra, storytelling begins and ends with one crucial aspect: emotional connection. 

“Take your first step to attach emotionally together with your viewers,” he shares. “[After] you’ve correctly related, they’ll dig out the info and reinforce what you’re saying in their very own head.” Primarily, Ontra argues that when that emotional connection has been made, persons are extra probably to purchase into the presentation and discover methods to strengthen what you’re saying.

The trick? To consider every presentation as a narrative and every slide as a scene. Distinctive presenters will search for methods to evoke emotion and drive connection of their slides – utilizing strategically positioned content material. One strategy to begin is to consider a ache level your viewers can resonate with and import a picture or video that emotionally connects them with that problem. 

“Begin with emotion,” Ontra emphasizes. “As soon as you’re related then you’ll be able to go into logic and cause.” 

He recommends beginning easy as a result of not like complicated pitches, an easy method   could be simply understood and in the end results in belief. As soon as some type of commonality has been established, presenters can proceed to the extra technical parts of the pitch. 

The Greatest Takeaway

For Ontra, profitable storytelling in shows can come down to at least one query. 

“How would you make somebody smile?”

These days, the human mind is conditioned to course of hundreds of photographs in a brief time period – simply think about how a lot content material you eat in two minutes of scrolling on social media. This implies your viewers is more likely to lose curiosity if a presentation is simply too textual content heavy. To counter this impact, incorporate photographs and animation with emotional attraction.  

“When you can take individuals by totally different feelings in your slides- they’ll really feel like they went on a journey.” He notes. “So be conscious of the place you’re bringing any individual in your journey.”

Click here to listen to the full episode. 

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