GTM Advisor | Servant Leader | 3x Girl Dad | Limited Partner Stage 2 Capital | Founder @ Align Advisory Group
📖 Ever heard of the “Man in the Hole” story structure? This concept was popularized by American author Kurt Vonnegut. If you’ve seen the movie 𝘋𝘪𝘦 𝘏𝘢𝘳𝘥, you’re already familiar with it. Think of protagonist John McClane (Bruce Willis): 𝐏𝐥𝐨𝐭: The main character starts off doing well but encounters trouble (the "hole") and must overcome it to emerge stronger. 𝗢𝘂𝘁𝗰𝗼𝗺𝗲: The character ends up in a better place than they started. Humans are naturally drawn to these stories—we’re hardwired to engage with them. 𝗦𝗼, 𝘄𝗵𝘆 𝗱𝗼𝗲𝘀 𝘁𝗵𝗶𝘀 𝗺𝗮𝘁𝘁𝗲𝗿 𝗳𝗼𝗿 𝘀𝗮𝗹𝗲𝘀? As sellers, we need to communicate a compelling narrative to prospects. Winning by Design provides an excellent framework: 𝗦𝗶𝘁𝘂𝗮𝘁𝗶𝗼𝗻 → 𝗣𝗮𝗶𝗻 → 𝗜𝗺𝗽𝗮𝗰𝘁 𝗦𝗶𝘁𝘂𝗮𝘁𝗶𝗼𝗻: Share a story of a similar situation one of your customers faced. 𝗣𝗮𝗶𝗻: Highlight the pain caused by the situation. Hint: Emphasize the negative impact of inaction. 𝗜𝗺𝗽𝗮𝗰𝘁: Show how solving the problem helped the customer thrive. Hint: Your product/service plays the "hero maker" role, while the customer is always the hero of the story. 🎬 ABS - Always. Be. Storytelling. #sales #storytelling
Vonnegut’s brilliance shines in his belief, his idea that 'Good stories stick to simple, universal truths.' stays with me.
Love the SPICE Approach!
“Come out to the coast we’ll get together, have a few laughs” - John McClane
GTM Advisor | Servant Leader | 3x Girl Dad | Limited Partner Stage 2 Capital | Founder @ Align Advisory Group
21hJohn Grispon - shout out to you, I used your slide from Rev Architecture class. 🙌