Stories that Sell

In his new, best selling book, "Tell to Win," Hollywood dealmaker Peter Guber says "if you can't tell it, you can't sell it." You have to be able to give examples, tell stories to prove your point, get the job or sell your service. Stories are attention getters. Think about the speakers you've heard. When they say, "okay, let me tell you a little story," you listen up, right? The key here is "little." If that speaker goes on too long you tune out. Here's the formula for the short story that works everytime: Situation, Problem, Solution. With the situation you conjure a picture. With the problem you describe the conflict or status quo. In the solution you describe what you do that makes life better..Aim at a 30 second telling. I'm tellin' you, it works.