4.06 (V) Building Out Your Story Matrix 4.06 (V) Hikaye Matrisinizi Oluşturma

One of the best ways to constantly add to your story matrix sales tool, is to discipline yourself to collect stories. Here's an example of how to collect stories. In one of my courses at Kellogg, I asked the students to do a little homework. I asked them to read a very short article called "The Real Leadership Lessons of Steve Jobs". It's a great article about this legend by Walter Isaacson, the famous author. The next morning, I start the day and I ask them to read the article again and they get frustrated with me. They say, "Craig, we already did that, that was our homework last night". I say, "I know, I want you to read it again but this time I want you to count the stories", so they do it again. And this time they realize there are 25 stories in that short eight page article. And then I tell them, "I bet you can use two or three of these stories to inspire your people, to help your customers or to educate your prospects somewhere in your sales process", and they begin to realize how often they come across powerful stories. This is what I want for you. I want you to be vigilant and grab these powerful stories and make them your own. The way you make them your own is to place them on your story matrix. Like all the other sales tools we are building in here, this is one that keeps on getting better and more powerful.