Positive stories are extremely important for inspiring interest that can create a desire to buy into what you propose to others. If you want your team to do something different, present stories and clear examples of how successful innovators are making a difference.
C. Inspire Confidence, I. Build Interest to where D. Desire surfaces.
When 'desire' surfaces, the other person takes the lead in the conversation while you begin to provide the evidence necessary to justify your proposal.
Appeal to both heart and mind to gain an enthusiastic buy-in. Effective leaders establish an emotional connection.
The task isn’t to impose your will on an audience; it’s to enable participants to see the possibilities and come to their own conclusions, based on the evidence presented in your positive stories. These stories allow audience members to see the world for themselves, view their relationships in a new way and make progress in implementing organizational goals.
Reinforcing with Reasons
The desire for change will wane unless it’s supported and reinforced by compelling reasons. Remember to share the story of:
· What the change is, as seen through the eyes of those who will be affected by it
· How the change will be implemented, with a delineation of the simple steps for getting from “here” to “there”
· Why the change will work, with an explanation of the underlying mechanisms that make change virtually inevitable
For more on passing the ACID test go to: www.SalesTip.info