Delivery: Oral and written

- Many people think the key to great storytelling … is impeccable delivery, an articulate voice, … a perfectly memorized script, good posture, … natural hand motions, things like that, but they're wrong. … Your delivery is not nearly as important as everything else. … It would be far better to tell the right story … in a mediocre fashion than tell the wrong story … with a stunning performance. … One, a perfect delivery is not perfect. … Your goal in delivery is to be conversational, not perfect. … A typical sales person might use five or six ums and ers … per minute in normal conversation during a sales call, … your stories should be the same. … It's more genuine and authentic without being distracting. … Two, good storytelling is invisible. … A story should blend in to the conversation seamlessly … without drawing attention to the fact … that it's a story that's being told. … Three, don't memorize your sales stories. … In my research, I asked professional buyers, … what makes a sales pitch sound like a sales pitch? …