Use Stories to Lead Others

In my last email I promised I would explain how to use stories to influence others, especially in a leadership situation.

Why use stories?

Stories enable people to make sense of a situation and allows them to formulate solutions. Stories allow people to remove themselves from the emotion of their current challenge, think creatively and then apply ideas back to reality.

What is a story?

Anything that 'represents' the real-life situation. A story can be a narrative (as in a description of what happened, like the Sun and the Wind story from my last email- see end of this email) or an example (as in "the sales system we use is just like a series of lakes connected by rivers" )

How can I use a story?

Either as a narrative or an example

A Narrative 

1) Tell the story - e.g. the Sun and Wind story below

2) Tell them the point of the story  (so the sun was able to influence quick change by using a positive approach)

3) Tell them the benefit to them of doing the point (so you could influence your team by using positive reasons for them change)

       …. you know where to take it from here as it is situational ..

An Example

1)  Describe the Current Situation - The sales system we use is just like a series of lakes connected by rivers and at the moment we are filling up the top lake well but the flow to the downhill lakes isn't as strong as it should be and the lower lakes are only half full.

2)  Describe the Desired Situation - I'd like to see full lakes and a strong steady flow from the top lake to the bottom lake.

3) Actions - either tell them the solution - I'd like to see the rivers dredged to allow the water to flow well, in other words we need to improve our conversion rate at each stage of the sales process and here is how we are going to do that……………..

                   - or ask them for input and solutions  - "I'd like to hear your thoughts on what you think is causing the problem with  the rivers and how we could overcome that"

What else do I need to know?

When you get used to using stories, make the story come alive more by connecting to the senses of touch, smell, sight, hearing and taste. For instance, "the top lake is crystal clear, good enough to drink but the lakes at the bottom are starting to grow mangled weeds and are getting that swampy smell about them" - this way people get a real emotional response to the example and understand more about what is happening.

The Wind and The Sun were having a disagreement over the effectiveness of their chosen leadership styles so The Wind challenged the The Sun to a leadership duel....

"See that person with the winter jacket on?" .." I will make them take their jacket off". 

The Wind blew and the person drew their jacket closer to them to stay warm. 

The Wind blew harder and person crossed their arms to hold the jacket tighter

The Wind blew and blew even more and the person simply held the jacket even more tightly

So The Sun said "Let me try"

The Sun shone it's warm rays on the person and they soon took their jacket off.

Create The Future - It's exciting!

Kind Regards

Adrian