by Motivational Speaker and Strategic Storytelling Expert, Kelly Swanson
Remember the Trojan Horse Story?
The Trojan Horse is a story from the Trojan war when the Greeks, facing a losing battle, decided to use their brain instead of their brawn. They crafted a giant wooden horse as a "gift" for the Trojans. Once the Greeks delivered the gift, they sailed off while the Trojans pulled the horse into the city as a trophy. But the horse wasn't just a horse, it was filled with Greek soldiers who surprised the Trojans and destroyed the city of Troy, ending the war. This is where we get the expression "Trojan Horse" which refers to the strategy of finding a subtle way into your opponent's safe place.
The Battlefield of Persuasion
While influencing others isn't a battle, we are still trying to get into the mind and heart of our listener, where true impact takes place. To influence is to win them over to our way of thinking. We are armed with information, data, lessons, features, benefits, slick presentations, fancy promo materials, compliments, gifts, quality service, and other tools to persuade our opponent. While the economy has changed our battlefield, many soldiers are still standing outside the city of Troy trying to win by force.
The battle of persuasion isn't won by force.
True impact happens when you can find a way into their safe place, past the barriers that stand in the way of entry.
Story Is Your Trojan Horse
Strategic storytelling is the Trojan Horse of persuasion. Your facts can’t get you into your opponent’s safe place. To get past the barrier, you have to present the facts as a gift. This gift isn’t a nice manicure set with your company logo imprinted on it. This gift is the story of what they want. This gift is the story of how your information applies to their life - how it eases their pain or helps them achieve their desire.
Once you have entered into your opponent’s safe place (the heart of persuasion) then you can share your information. And, who knows, maybe you never even need to pull out your sword.
Story is the Trojan Horse.
Increase Your Level of Impact Through The Power of Strategic Storytelling
Need to strengthen your power of influence through strategic storytelling? Get Help from the Story Expert
Motivational Speaker and Business Storytelling Expert Kelly Swanson teaches people how to harness the power of connection and engagement through the power of story.