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Storytelling For Quick Rapport

Feb 6, 2008
You're face-to-face with a new prospect. They know very little about you, about the kind of person you are, and maybe they've got some defenses that you're going to have to overcome before trust can be established.

Stories drastically speed up this process. Clients quickly learn who you are and thus begin to trust you.

Many times, relationships (of all kinds), take a while to unfold. We reveal a little information and then a little more, until it builds up into a whole picture of who we are. Stories accelerate this process, eliminating that build up, and when they're told well and, most importantly, with a lucid, pertinent point, they can reveal your true essence in a brief time.

Stories have the ability to mesmerize and lull, they suck people in. They fit into the indirect permissive model not the direct authoritarian model and therein is one of the most significant powers of stories.

There was a recent New York Times/CBS news poll which I found fascinating. It said that sixty three percent of people believed that you have to be very careful in dealing with other people. Sixty three percent.

Thirty seven percent believe that most people would try to take advantage of you if they had the chance.

Thirty seven percent. Over one third of the population. One out of every three people believes you have the potential and/or interest in taking advantage of them and three out of four people believe that you have to be extremely careful in dealing with others.

Wow. Talk about a distrusting bunch.

This same poll asked, 'Of the people you know, what percentage would try to be fair?'

The result was overwhelming. Eighty-five percent of those polled believed the people they *knew* to be fair.

What does this mean? We drastically cut down on distrust when we get people to know us. We can immediately turn up our persuasive powers with our prospects and clients by sharing who we are.

By telling stories, we increase these odds from more than three fourths of the people distrusting us, believing 'you just can't be too careful' and over a third of them thinking you would, given the opportunity, take advantage of them to eighty five percent thinking you would be fair with them.

Use a story to let people know who you are and your trustworthiness almost triples.
About the Author
Kenrick Cleveland teaches strategies to earn the business of wealthy clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.
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