Nancy Duarte on How Telling A Story With Empathy Leads To Business Growth

<p>Nancy Duarte shares a simple three-step framework for telling a story in a way that creates empathy between you and the audience, as well as the one mistake that most business development experts make right off the bat that sinks their chances of making a connection with someone. Learn why empathy is the key to business development, what kinds of stories you need in your back pocket to create an instant connection with a client, and how working with your ideal clients can actually make business development easier.</p> <p> </p> <p>Mo asks Nancy Duarte: What’s your big idea for people to grow their business that feels great?</p> <ul> <li>LinkedIn does a study every year and each year the biggest skills gap is oral communication skills and the spoken word across all industries. How you show up, the presence you have, and how you deliver is how you separate yourself from your competitors</li> <li>Communication excellence takes practice and the ability to understand  frameworks and models. We need to be adaptive to the situation and what we hear, and we also need to be intentional about what words we use when communicating.</li> <li>The first step is always research. You can’t come prepared with good questions without research. The first thing a salesperson should do is understand the strategic initiatives and how things are going to be measured.</li> <li>Empathy is a theme that runs through everything that happens in Nancy’s organization.</li> <li>You can find a plethora of information about a potential customer in their newsfeeds. This can give you an idea of the kinds of pressure they are under.</li> <li>Sometimes an external person can be a better student than someone within the organization. When approaching a prospect, you should take some time to try to understand their perspective as deeply as possible including the culture, the biases, and the budgets.</li> <li>Nancy has a platform that enables her to invite people to part of it, which is a great way to initiate meetings.</li> <li>One of the values of Nanc