How to do Business Development

Everyone loves a good story.
Especially your prospects and customers.
Stories are scientifically critical for growth.

The power of stories is rooted in neuroscience.

At 5:10 in the video, I talk about the science.

Here's more scientific proof:

· Facts and figures only activate 2 parts of the brain.

· Stories activate more to process emotions and senses.

· Stories enable the audience to remember things better.

· Stories create Oxytocin critical for building trust and boosting conversions.

There are 3 key parts to any good story....

Kindra Hall's "Stories That Stick" presents the modern three-part story arc:

Act 1: The Normal

The first part of the story presents the following four components of a story:

o  Identifiable Characters: Key roles such as protagonist (hero), antagonist (villain), sidekick, and confidante.

o  Authentic Emotion: Initial emotions felt by the characters.

o  A Significant Moment: Occurs at a specific time, place, and circumstances.

o  Specific Details: Imagery the audience can identify and relate to.

Act 2: The Explosion

Climactic point when characters encounter changes to their environment.

Act 3: The New Normal

Shows how characters solved the challenges and the resulting effects.

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Are you prospecting with Nurture Intent Cycles of Engagement (NICE)?

NICE uses the 3-Part “Story Arc” created by ancients and proven by science.

1. First Value Exchange = Act 1

- Establishes your prospect as the hero
- Positions you as the confidante
- Shows the current environment
- Identifies prospect's extrinsic needs
- Confirms prospect is Problem Aware
- Confirms your Purpose Complies with prospect's Extrinsic needs

2. Second Value Exchange = Act 2

- Presents Empathetic and Compelling solution
- Confirms solution aligns with prospect’s Intrinsic needs

3. Third Value Exchange = Act 3

- Shows the new normal
- Shows your solutions are Truthfully Credible
- Pre-Frames prospect’s expectations for remainder of their journey

3-Part Story Arc also delivers 3 components of Trust:

TRUST = Purpose + Empathy + Truth

At the end of the story, your Prospect should have sufficient trust to Declare Intent and make a purchase decision...

Living happily ever after with your solution.

The End.

Tony Gray, BDP
Author of the Business Development Body of Knowledge

Get your copy on Amazon today!