Should you use dramatic storytelling in all our communication? Yes, if you want to captivate your audience and make an impact with your words.
This episode reveals the secrets of dramatic communication in the work of David Mamet, acclaimed playwright and screenwriter.
It’s amazing how much you can learn from one page of a famous Mamet play, American Buffalo.
You will hear me read the first page of the play’s opening scene. It is very short. The writing is sparse. And it is gripping.
You’ll discover how Mamet pulls you into his story and makes you want to hear more. you’ll be inspired by how he masterfully uses these dramatic storytelling techniques:
- In Late, Out Early
- Show, Don’t Tell
You don’t have to be a playwright or screenwriter to effectively use these techniques in your communication.
You will hear a specific example of how to do what Mamet does in your own sales presentations and storytelling.
As you practice these techniques, you will transition from storytelling to storyselling.
You will also have more fun and become an entertaining and profitable communicator.
Ready to make your every word count? Listen to this episode. Then listen again.
PLAYS IN THIS PODCAST
American Buffalo by David Mamet
Glengarry Glen Ross by David Mamet
This episode reviews and pulls together all of the storytelling secrets you learned about in this podcast.
I call them storytelling secrets because so many people don’t use them when they communicate and sell.
You’ll learn the important elements of all great stories firsthand when you listen to this episode. You will experience them in action.
You will hear the riveting opening paragraphs of a compelling life-changing book, Why You’re Dumb, Sick & Broke…And How to Get Smart, healthy & Rich, by Randy Gage.
You can also enjoy Randy’s inspiring story by listening to episode 164 of this podcast, the episode called You Are Your Story.
Randy draws you into the rich world of his book by masterfully using these storytelling elements or techniques:
- Hook – His first sentence grabs your attention 100%.
- Show, Don’t Tell – Randy doesn’t lecture you; he involves you in a suspenseful story.
- Vivid Language – Randy uses language of the senses to paint a vivid picture and arouse your emotions.
- Specificity – His story is crystal clear because all the details are specific.
- Cliffhangers – You will love the way Randy builds suspense with his cliffhanger sentences.
Can you use these same techniques to deliver a presentation or other sales message if you are selling protein shakes, umbrellas, pet shampoo…?
Yes! You can create a compelling story to deliver a message and sell absolutely anything – if you do these two things first:
- Clearly identify your audience
- Define your core message
You’ll discover a fun game you can play to master these storytelling secrets at the end of this episode.
BOOK IN THIS PODCAST
YOUR MUSICAL STORY
Your musical story refers to the rhythm, the pace, and the feelings that your intentional communication creates.
This episode will stimulate your creativity and allow you to feel storytelling with your heart and your whole body. It will get you out of your head.
You will hear three short pieces of jazz music by the legendary saxophonist, John Coltrane. the are from his famous album, Coltrane Plays the Blues.
Each piece is named after a person. The songs are:
- Mr. Day
- Mr. Syms
- Mr. Knight
I first used this exercise when I was teaching young adults in New York City. I played the three songs for them and told them to pick one and write a story about it. The goal of the story was to make the central character of the song come alive.
The students describe what Mr. Day, Mr. Syms, and Mr. Knight looked like; the described the men’s personalities and their behavior. Remember. These were musical compositions without lyrics.
You will only hear the beginning of each song. It is sufficient to create an image and a feeling for you. It will also allow you to sense how the tempo changes.
Why is this important? It’s important because it will help you to feel the organic beginning, middle, and end of stories at an unconscious level. That’s with practice of course.
Open yourself to this experience, and you will tap into your natural creativity. It will ignite your imagination and make you feel good.
Who knows? You may even fall in love with jazz if you aren’t already.
You’ve heard of a go getter. So, what’s a go giver? Not the opposite of a go getter. The opposite of a go giver is a go taker.
This episode is not about an amusing word game. It’s an interview with a brilliant man whose views on the world transform lives.
His name is Bob Burg, an accomplished and recognized speaker, author, and a sales/mindset trainer. As an author, his book sales have crossed the one million mark.
Two of his most popular books are The Go-Giver, that he co-authored with John David Mann, and Endless Referrals, a book that delivers big time on the promise of its title.
There’s a simple profound theme in all of Bob Burg’s work. It’s this. The more you give, the more you get. He walks and talks the belief that the amount of money you make is directly proportional to how many people you serve.
Here’s what’s exciting about listening to Bob or reading one of his books. You’ll get insights about influence and persuasion that have been around since our ancestors stepped out of caves into society.
But here’s the thing. Bob lets you view these insights through a powerful, new, crystal clear lens. You may even get the feeling that you are learning them for the first time. That kind of ah-ha is life transforming and enriching.
Here are just a few of the value bombs that Bob Burg drops in this interview as we discuss his latest book, The Go-Giver Influencer:
- The true meaning of influence
- The big difference between persuasion and manipulation
- Why context is more important than the content of your words
- Why you should use stories to influence, persuade, and sell
- A powerful communication lesson you’ll learn from an elephant
- What a cat named Cleocatra can teach you about persuasion and influence
- The back door rule of persuasion
- Why compromise creates a lose-lose situation
- The art and skill of listening with the back of your neck
True to form, Bob just keeps giving and giving in this episode. You’ll definitely want to absorb the seven figure wisdom he reveals with:
- The 5 Secrets of Influence
- The 8 words guaranteed to win people to your point of view
BOOKS IN THIS PODCAST
The Go-Giver: A Little Story About a Powerful Business Idea by Bob Burg & John David Mann
The Go-Giver Influencer: A Little Story About a Most Persuasive Idea by Bob Burg & John David Mann
The Art of Talking So People Will Listen by Paul W. Swets
How To Win Friends and Influence People by Dale Carnegie
The Science of Getting Rich by Wallace W. Wattles
Think and Grow Rich by Napoleon Hill
The Secret of Selling Anything by Harry Browne
BOB’S FAVORITE QUOTE
“You can have everything in life you want if you will just help enough other people get what they want.” – Zig Ziglar
www.TheGoGiver.com – FREE chapters from Bob’s books!
www.Burg.com/10Q – FREE 10 powerful feel-good questions for networking
This episode gives you a powerful template for creating any kind of presentation (live, webinar, YouTube video, you name it).
I call it the Frankenstein Presentation Template because you will build your presentation the way Dr. Frankenstein built his monster. Sounds crazy, I know.
This is far from crazy. This presentation template will take the guesswork out of creating compelling presentations that move people to a desired action. It clarifies the order you should follow to build your presentation step-by-step.
Many people make the mistake of focusing on what they will say first; they focus on their opening. The problem is that they don’t know what their core message is. They haven’t asked the question, “What am I opening into?”
The analogy with the Frankenstein monster will make all of this clear. That monster became a living being. Your presentation should be alive like a living being.
Imagine, for a moment, that you, like Dr. Frankenstein decided to create a human. What is the one essential organ that the human body needs to live? The heart. The heart of your presentation is your core message. The opening of your presentation is like a human head.
If you create the head first, you have no body to place it on. You can carry under your arm or put it in a fridge. It’s useless on its own. It’s not alive.
Here is a comparison between the essential parts of your presentation and human body parts:
- Opening – Head
- Message – Heart
- Framework – Skeleton
- Content – Muscles & Organs
- Transitions – Connective Tissue
- Closing – Legs
Here is the order to follow when building your presentation:
- Message – The heart is your source of life.
- Framework – The skeleton is the house for your heart.
- Content -Puts flesh on your skeleton.
- Closing – Your body needs strong legs to stand on.
- Opening – Gives meaning and sense of the body below it.
You’ll learn more about the framework and transitions in this episode. Briefly, your framework is the context for your message and all that you say in your presentation.
Once you define your message, you need content to deliver it. The most effective way to do this to choose three key points that will highlight and drive your message home.
Why three? Because the human mind loves and remembers data presented in threes.
This presentation template is powerful. It will make your communication compelling and clear. It will also save you a lot of time when you sit down to create your presentation.
If you want to take a deep dive and master this for your next important presentation, reach out to me for personal coaching.
You can contact me at firstname.lastname@example.org and email@example.com.
Now, go out and create a monster that everyone can know, like, and trust.