A spot about a boy and his pet penguin won the Cannes Effectiveness Lions Award for the most effective television commercial. Neuroscientists attribute the success of the spot to its strong story line with a subtle mix of emotions.
Today we know from neuroscience that we process our experience of the world as stories, and when someone tells us a story, we mimic their pattern of brain activation. Rather than being a detached audience, the story becomes our own.
Most of the focus in management development is on behavior, but it’s the higher level networks in the brain, the ones associated with who people are and how they perceive the world, that drive behavior.
While this story certainly can make us question our view of reality, it also points to a practical application for leaders. If the mind works by telling stories, stories might be a way to change minds.
Stories are the most direct route to changing minds and influencing behavior.
“Keep your arms and legs inside the car, stow all loose items, and hold on tight! Enjoy your ride on the Narrative Arc, and we’ll see you on the other side! ”
Don’t skimp on the details. The human connection between you and your client when you tell a great story is worth it.
What your audience sees whether it’s on the screen or presenting live has a whole lot to do with how people take what you say.
The days these two characters had are wildly different. What’s required of them to meet the needs of the business are on completely different planes. Yet, the end goals – work-life balance and peer recognition – are the same.
Neuroscience tells us that humans are masters of mirroring. Set a confident tone by showing a client your full attention and dedication through these nonverbal cues.
Wouldn’t you like to enter a client meeting knowing how to slay their dragon, and leave your sales pitch with the same sense of pride?
Stop blurring away your personality with a defaulted Zoom background.
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