Do you know how to use stories to communicate emotional states or to enable inception?


Taking our experiences and stories and turning in them into metaphors will give you access to an amazing skill set for framing presentations, causing people to seek their own solutions to problems and elicit emotion all through a story.

By sharing information, in a way that is a lesson learnt by someone else is very powerful.  By using a story about someone else will make this work well. Sharing their challenges and solutions to move past an individuals personal filters and deliver possible solutions or suggestions (inferred or direct) to the subconscious mind.

Metaphors can include

  • allegories,
  • analogies,
  • jokes,
  • parables, and
  • stories.

You can also use similes to compare completely different things.  (e.g. She was like a battery.)


Elicit information about interests, preferences, activities and family or friends who are important to audience who could serve as other characters in the story.

“What do you like or are you passionate about?”

Get presenting problem or current situation. Find the [NUTSHELL] statement by asking.

“How is that a problem for you now?” (Write in exact words)

Send client away and determine the pest possible solution, lesson or alternative perspective for the person. You can mind read or ask client what the solution might be.

Ask yourself: “What’s the AHA that they need to get which would cause the problem to disappear?”

Chunk up on the problem in your own mind (what is this an example of)? What is a broader/encompassing issue?

Take the answer you come up with and chunk laterally on it by figuring out what are other examples of this issue that pertain to what the client likes or feels is important to them?

Select one of these examples as the metaphor, design a store that can pace the client to an “AHA!” as they relate to the character’s solution.

The positive solution is in the end through a. A character the client can relate to b. A charter in a similar situation who resolves the problem in a win win outcome c. Use a cautionary tale with negative consequences of not taking action.

Call client back. Associate them into the problem.

“A moment a go you told me…”

Deliver metaphor and calibrate response.

What else

Metaphors can be multiply embedded or single-level.


You could have the individual imagine walking into a control room which represents the body. This can be useful in helping with weight loss or self-esteem issues. As a person is in the control room they can ‘reset the controls’ and start over.

You could tell a story about an individual imagine into a castle or beautiful mansion (which represents the body), cleaning it out and making it nice again. This can be good for smoking cessation.

Direct Suggestion

To develop direct suggestions, simply ask yourself the question “What does this person need to know or do in order to achieve their outcome”. Then layer that theme throughout the metaphor, at the deepest point of the story.

Remember that the number 3 is the magic number for suggestions. You want to offer your major suggestions 3 times in 3 different ways. This will cause your suggestion to set deeper in at the unconscious level. Make sure to say the suggestion differently so as to make it less OBVIOUS to the conscious mind of the individual.

For Example

If they are seeing you for cold-call reluctance … you could offer suggestions such as:

“You like to talk to others and they like to talk to you. You have a genuine feeling of joy when you think of connecting with those people you will help with your product or service. You confidently expect them to be waiting for your calls … you enjoy connecting with your prospects on the phone. Every day prior to making calls, you imagine people wanting to talk to you on the other end of the line. You wake up in the morning excited to make new contacts, because you are imagining them anxious to speak with you. You know that there are many people out there enthusiastically waiting for your calls and you are looking forward to contacting them