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power of storytelling

Win Business through The Power of Storytelling by Ty Bennett

By Ty Bennett | Apr 05, 2022 | Comments Off
Watch video for Ty Sander's keynote where he shares more on storytelling with 3 ways to bring the audience into the story.

"Decide what differentiates you? What do you want your client to know or believe about you?"

 

Last week I was in Kentucky speaking to Realtors for Berkshire Hathaway. I was sharing The Power of Storytelling and the first question they asked was how do you tell a story that differentiates you but comes across the right way?

In other words, how do you sell yourself without bragging?

This is a crucial story as an influencer for each of us to master - so let me give you the formula.

Step 1. Decide what differentiates you? What do you want your client to know or believe about you?
Examples - You have integrity. You possess unique market knowledge. etc…
Keep in mind that you can’t differentiate yourself by putting down the competition. Promote what you love instead of bashing what you hate.

Step 2. Determine where you learned or developed this quality or skill. Who taught it to you? Where did you learn this lesson? Or who/what is a great example of this?
Don’t be the hero of your own story. Determine where this quality came from and build the story around that person or experience - making them the hero.

Step 3. Apply that to yourself.
Use a simple line such as: "And as we work together you can count on me to operate with integrity because that is how my parents raised me. "

I was coaching a financial advisor named Walker. As he went through this formula he developed a story that sounded like this:

A few months into my first job out of college our employer took us to an extreme team building experience. It was amazing. We were divided into platoons (teams) and each platoon was led by a former Navy Seal. Our leader was a mountain of a man that looked the part of a Navy Seal. The first thing he said to us was this: "If we are going to win, we are going to win as a team. Which means everyone here needs to commit to this - You are going to do the right thing even when nobody is watching. You have to make decisions for the team and not just for yourself. If we can commit to this, there is no stopping us."
I share that with you because this concept resonated with me and it is a commitment I have tried to live by as I do business. So, as we work together I want you to know that you can count on me doing the right thing even when nobody is watching. I am in it so we both win.

This simple formula allows you to build a specific story that we can each use in the influence process. It will allow us to sell ourselves without bragging and win business through The Power of Storytelling.

 

Ty Bennett call to action

How to Win with People with the Rule of Two by Ty Bennett

By Ty Bennett | Jul 22, 2021 | Comments Off


One of the most useful and practical strategies I teach leaders and salespeople to win with people is The Rule of Two. 

I was speaking for Anthem Insurance in California and at one of the breaks a salesman named Joe asked if he could share an insight with me. Earlier that day, I’d taught about focusing on being interested, not interesting, and he said it reminded him of a rule he made for himself years ago called The Rule of Two.

Joe told me how he was called out early in his career for one-upping other people. It was affecting how he connected (or didn’t connect) with others and it was undermining the influence he was trying to build. Joe decided to fix it and so he developed The Rule of Two. When someone says something about themselves, ask at least two questions before you say anything about yourself.

As an example: your good friend says they like boating – they just bought an expensive boat and they go every weekend to the lake. You may be thinking, “What a bragger, oh really, well I...” But then you stop yourself and remember The Rule of Two. you respond: “I bet your family really enjoys that. How did you decide on the right boat for the family? And what was your favorite family moment at the lake this year?”

Wow, how that changed everything! You felt great about being truly interested in your friend — your friend stopped his normal chatter and thought a minute about what was truly important about the boat and shared with you a personal moment with his family and experience. You made a connection that will not be forgotten, that could have been missed without using The Rule of Two.

Now think about doing that as a leader. Would you build stronger, long-lasting relationships by actually listening and responding from a place of interest? The next time you are heading down the road of one-upping, give Joe’s idea a try. Use the principle of The Rule of Two! 

 

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The Best Advice Stephen Covey Ever Gave by Ty Bennett

By Ty Bennett | Jun 21, 2021 | Comments Off

It’s not about you - it’s about them!

What Is the best advice you have ever received?

Was it a coach telling you, “When you quit, you fail.”
Or maybe it was a friend who said, “It’s ok to say no.”
Or perhaps it was your Mom who told you to wear clean underwear.

In any case, advice from the right person at the right time can often change our perspective.

That is what happened to me the first time I met Dr. Stephen Covey.

The advice he gave me at first seemed specific but I have found it to be more general and has shaped my mindset.

When Stephen Covey found out I was writing a book he told me “Make sure you write the book for the reader, not the writer.”

Let that soak in.

It’s great advice for a writer and I have thought about it often as I have written my four books.

But the thought has more application when you think about it as a mindset.

It’s not about you - it’s about them!
The focus of an influencer is always on the audience.

If you are in sales – it’s about your customer or prospect.

If you are a leader – it’s about the people you are leading.

If you are a teacher – it’s about your students.

If you are a parent – it’s about your children

If you are a speakers - it's about the people listening to you

Almost everyone has this backwards. They think being influential means they need to become polished or powerful. Influence, though, is all about the audience. Be it an audience of one or one thousand. When it’s about them, they get it, and we grow in their eyes.

By thinking out instead of in, by concentrating on others instead of on us, a tremendous transformation takes place. We go from inner-directed to outer- directed, from taker to giver, from self-centered to others-focused, from tight-fisted to generous, from short-sighted to farsighted, from selfish to selfless. We begin to see and act on behalf of others' needs ahead of our own; our thoughts are in terms of "we" instead of "me."

That’s what Stephen Covey taught me with what seemed to be a simple piece of advice. “Make sure you write the book for the reader, not the writer."

 

Ty Bennett call to action

Ty Bennett - Leading Millennials

By Dori Pominville | Apr 18, 2018 | Comments Off

https://www.youtube.com/watch?v=dRE21aePjrk

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