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Don’t Sell Me, Tell Me by Greg Koorhan (Book Review)

We are storytellers, all of us, whether we realize it or not. Our emotions drive our decisions, our purchases, our direction. But, somehow in the rise of the quest for data-driven insights, the story sometimes gets lost in the details.
Greg Koorhan’s book Don’t Sell Me, Tell Me – How to Use Storytelling to Connect with the Hearts and Wallets of a Hungry Audience offers a lense on the power of evoking emotion over a transactional relationship.
Tell Me a Story
The nonprofit world has always known it was never about selling the pen. The mantra is “you don’t know until you ask” and “its story which stirs the heart and opens wallets.” And this book explains the same.
Though some may caution that is it “show me, not tell me”, think of it more as “tell me a story.” We want to know what something will do for us or how it will benefit us. A story offers morals and lessons learned so we don’t make the same mistakes. It paints a picture of a world outside our own and offers suggestions on how to make that world better.
Below is the Amazon review

Last year, Forbes shared an article about the 5 skills which would be in high demand this year and in the years to come. Only one was technically related. The others were focused on communication and personal branding. These “soft skills” go far beyond image branding on social media. It is about telling your story. No longer is it: ‘Here’s my product/service. It’s great. Please buy it.” And right on time, Greg Koorhan greets us with Don’t Sell Me, Tell Me.

He ushers us slowly into his book and the first few chapters take a deeper dive into what makes people tick. What drives us and how we’ve always used the power of story in our lives. Following story structure, plot, story elements, and character archetype the reader learns what elements are needed to make a good story, great. And the overarching element is that if you tell your story, you have immediately found your Unique Selling Proposition (USP). You.

It is suggested at some point in the book to read it through twice. I’m so glad I did! I simply read it straight through the first time, then on the second read through, I began to focus and implement some of the storytelling suggestions. I tell stories for a living. A salesperson or marketer, I am not. My personal brand is forming and I hone it each time I read this book and follow some of the exercises included. This book has been a boon to my business as I learn how to take what I know and apply it to my own marketing and sales efforts. For added value, the author has also generously added a downloadable workbook to jot down your ideas and thoughts to hone your story along with a few other treats I’ll leave you to discover for yourself.

Add this book to your bookshelf as you begin the new year and see where your story can take you!

A special thank you to Greg Koorhan for asking me to leave an honest review for his book and as a disclaimer, I received a free copy to do so.

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Break a Pencil!

© Lisa Street Rogers 2018



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