How to do Business Development

Everyone loves a good story.Especially your prospects and customers.Stories are scientifically critical for growth. The power of stories is rooted in neuroscience. At 5:10 in the video, I talk about the science. Here's more scientific proof: · Facts and figures only activate 2 parts of the brain. · Stories activate more to process emotions and senses.· Stories enable the audience to remember things better.· Stories create Oxytocin critical for building trust and boosting conversions.There are 3 key parts to any good story....Kindra Hall's "Stories That Stick" presents the modern three-part story arc: Act 1: The Normal The first part of the story presents the following four components of a story: o  Identifiable Characters: Key roles such as protagonist (hero), antagonist (villain), sidekick, and confidante. o  Authentic Emotion: Initial emotions felt by the characters. o  A Significant Moment: Occurs at a specific time, place, and circumstances. o  Specific Details: Imagery the audience can identify and relate to. Act 2: The Explosion Climactic point when characters encounter changes to their environment. Act 3: The New Normal Shows how characters solved the challenges and the resulting effects.------------------ Are you prospecting with Nurture Intent Cycles of Engagement (NICE)?NICE uses the 3-Part “Story Arc” created by ancients and proven by science. 1. First Value Exchange = Act 1 - Establishes your prospect as the hero- Positions you as the confidante - Shows the current environment- Identifies prospect's extrinsic needs- Confirms prospect is Problem Aware- Confirms your Purpose Complies with prospect's Extrinsic needs 2. Second Value Exchange = Act 2 - Presents Empathetic and Compelling solution- Confirms solution aligns with prospect’s Intrinsic needs 3. Third Value Exchange = Act 3 - Shows the new normal- Shows your solutions are Truthfully Credible- Pre-Frames prospect’s expectations for remainder of their journey 3-Part Story Arc also delivers 3 components of Trust: TRUST = Purpose + Empathy + Truth At the end of the story, your Prospect should have sufficient trust to Declare Intent and make a purchase decision...Living happily ever after with your solution.The End. Tony Gray, BDPAuthor of the Business Development Body of KnowledgeGet your copy on Amazon today! This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit cgomagazine.substack.com/subscribe