Скачать или смотреть Storytelling Skills for Leaders: Five Effective Storytelling Techniques

Make a mark that lasts! Learn these storytelling skills for leaders and increase your communication impact with these effective storytelling techniques. This is video six in a six-part series on effective communication for leaders and managers.

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—Storytelling Skills for Leaders: Five Effective Storytelling Techniques—

May 10, 1996.

Rob Hall and Scott Fischer, two of the most experienced mountain climbers in the world, arrived with their clients atop Everest. You think that would be cause for celebration. But it wasn’t. It was cause for concern. Grave concern that would end up as one of the deadliest tragedies ever on the world’s tallest peak.

Eighteen hours is all you have when you’re climbing Mount Everest.

Climbers begin their ascent from basecamp, located at 26,000 feet above sea level, in the ungodly hour of 2:00 AM. They climb through the night and early morning, reaching the summit about mid-day. They then scramble back down before sunset to the safety of basecamp.

Climbing expeditions on Mt. Everest follow this strict guideline: the two o’clock rule. The two o’clock rule states that any climber who’s not reached the summit by two o’clock in the afternoon abandons their ascent and returns to basecamp immediately. No exceptions.

The reason for the two o’clock rule is simple. Continued climbing after this time poses a deadly risk to climbers and their guides. You simply cannot make it back to basecamp.

But on this day that rule was not followed and five climbers, including the two leaders of the expedition, died as they descended Everest in total darkness—well past midnight—while a ferocious blizzard enveloped mountain. Why had this happened? One reason: the absence of dissent.

John Krakauer, the best-selling author who was on this expedition, observed that a relationship of passive dependency developed between the climbers and their guides. Guides presented themselves as invincible experts. Climbers were asked to be their unquestioning followers.

Even as Scott Fischer’s physical condition deteriorated badly, struggling to put one foot in front of the other, no one talked about the the two o’clock rule or suggested an alternative course of action.

You just experienced the power of story. Stories bypass the logical part of our brian and speak straight to the heart. The most successful sales leaders tell stories constantly. Here are six effective storytelling techniques:

1. Set the Context

In a sentence or two, transport the audience from where they are now to an entirely different time and place by stating clearly the when, who, and where of your story, in that order. When, who, where.

2. State the Conflict

Now, present a problem that does not appear to have a solution, like reaching the peak of Mount Everest after the allotted time. Conflict is what makes a story a story and not a list of random activities. Conflict also grabs people’s attention.

3. Divulge Details

Get gritty with your stories, relating things like “18 hours is all you have,” “26,000 feet above sea level,” and “the 2:00 o’clock rule.” Details give stories a sense of reality and, again, transport your audience to a different time and place.

4. Resolve the Conflict … or Not

Stories come in two flavors: the hero story and the cautionary tale. In a hero story, the main character fulfills their quest. Think Frodo arriving a Mordor and destroying the ring. A cautionary tale, like the story I just told, does not have happy ending. The conflict is not resolved, but a valuable lesson is learned.

5. Make the Point

Here now is the payoff, the moral of your story. Its lesson. Its punchline.

For the story I just told, the leadership lesson is the danger of the absence of dissent. For Frodo, it’s the power of perseverance against all odds.

What points do you want to make with your people? Use these effective storytelling techniques to make them.