STORYTELLING IS A MUST - HAVE TOOL 

 Challenge & Selection 

 I work as a presale consultant at an IT company . My job is to consult our customers on software   solutions needed to improve their business and to sell our products . Our software is a high value   investment , very often the decision maker is CXO level . How can I convince them to buy our   solutions instead of competitors ’ ? There are tons of software out there with minor difference   between them . Talking about all the system ’s functions will not work . The CXO level does not   understand and do n’t bother much about the technical stuffs , rather they want to know which   value the solution brings to their business , how it helps to smooth operation , increase efficiency   and revenue . Over time , I found out that story telling is a great and must - have tool to win the   customer . 

 Application 

 Regardless of who my audiences are or which product I am selling , using storytelling during my   presentations allows me to easily share message and got my audience engaged and interested .   As shared in the “ Storytelling tool ” video of Week 2 , it 's about the connection that I give to people   about a piece of information that I ’m trying to share . An engaging story helps to increase my   prospect ’s trust in me , my company and the pitched product or service . The customer wants to   hear a story about others who have the same challenges as they face and how my solution has   helped them to overcome those . Storytelling is not only relevant but easy to follow , engage and   therefore more convincing . 

 Storytelling had helped me to win a big first deal for one large customer to use Workplace by   Facebook . Workplace is a social network like Facebook but restricted in the company ’s border . It   has all the same functions as Facebook , it ’s no need and ineffective to talk about functionalities   to convince our customer to buy . Provided that , I had chosen stories of 3 other customers who   had used Workplace in a very innovative way to operate their business . One of them had used   Workplace as a platform to collect sample voice from 30,000 employees to develop their voice   recognition engine which was claimed better than Google ’s one in term of recognizing North   Vietnamese . Virgin Airway had saved million dollars thanks to an idea from a cleaning staff   replying to a simple post from the CEO on their Workplace “ How can we save cost ? ” . When   cleaning the airplane after each flight , he noticed that most customers have half a bottle of water   left over so he proposed to cut size of the bottle in half . Very simple idea , coming from a very low- level staff in the organization hierarchy , saves tons of dollar for the company . Without a completely   open , easy to use and “ flat ” platform like Workplace , it might have never happened . These stories   had really got my customer interest as it has actual application , easy to do and bring real money   to the companies . 

 Insight & Approach   Through those stories , storytelling has built my customer ’s trust in me and Workplace . But not   only that , by telling others ’ stories , I had also uncovered the real pain points that my customer is   facing as they have the same challenge as the other illustrated companies . They are a large   corporation with branches located all over the country . They do not have a fast and effective   channel to spread news across organization . They want to encourage employees to innovate but   do not have tool , which is friendly , simple , and secure to do that . Or the training cost is very high   because of travelling costs with many repeated courses . I had shared with them how Starbuck 

 changed their menu in days for more than 40 shops in different states by learning from a post on   Workplace from a shop in attempt to response to their customer ’s reference . I had told a story of   a global non - profit organization using Workplace to livestream their training to staffs all over the   world , not only to save time and money but also be able to save the course on the platform for   later reuse . 

 The customer was completely convinced so they decided to sign the contract and implement   Workplace to all their 21,000 employees . Not meeting after meeting , no need to demo or proof of   concept , storytelling had helped me to win the deal for only one pitch . This course had helped to   make me more confident in using storytelling in my job to present my ideas and best illustrate   them to my audience . 


EMAIL: 
ID_NUM: 
NAME_STUDENT: 
PHONE_NUM: 
STREET_ADDRESS: 
URL_PERSONAL: 
USERNAME: 

### Task: You are a PII (Personal Identity Information) Detection. Given a essays written by students, you have to identify ONLY the following:
NAME_STUDENT - The full or partial name of a student that is not necessarily the author of the essay. This excludes instructors, authors, and other person names.
EMAIL - A student’s email address.
USERNAME - A student's username on any platform.
ID_NUM - A number or sequence of characters that could be used to identify a student, such as a student ID or a social security number.
PHONE_NUM - A phone number associated with a student.
URL_PERSONAL - A URL that might be used to identify a student.
STREET_ADDRESS - A full or partial street address that is associated with the student, such as their home address.
### Input: STORYTELLING IS A MUST - HAVE TOOL 

 Challenge & Selection 

 I work as a presale consultant at an IT company . My job is to consult our customers on software   solutions needed to improve their business and to sell our products . Our software is a high value   investment , very often the decision maker is CXO level . How can I convince them to buy our   solutions instead of competitors ’ ? There are tons of software out there with minor difference   between them . Talking about all the system ’s functions will not work . The CXO level does not   understand and do n’t bother much about the technical stuffs , rather they want to know which   value the solution brings to their business , how it helps to smooth operation , increase efficiency   and revenue . Over time , I found out that story telling is a great and must - have tool to win the   customer . 

 Application 

 Regardless of who my audiences are or which product I am selling , using storytelling during my   presentations allows me to easily share message and got my audience engaged and interested .   As shared in the “ Storytelling tool ” video of Week 2 , it 's about the connection that I give to people   about a piece of information that I ’m trying to share . An engaging story helps to increase my   prospect ’s trust in me , my company and the pitched product or service . The customer wants to   hear a story about others who have the same challenges as they face and how my solution has   helped them to overcome those . Storytelling is not only relevant but easy to follow , engage and   therefore more convincing . 

 Storytelling had helped me to win a big first deal for one large customer to use Workplace by   Facebook . Workplace is a social network like Facebook but restricted in the company ’s border . It   has all the same functions as Facebook , it ’s no need and ineffective to talk about functionalities   to convince our customer to buy . Provided that , I had chosen stories of 3 other customers who   had used Workplace in a very innovative way to operate their business . One of them had used   Workplace as a platform to collect sample voice from 30,000 employees to develop their voice   recognition engine which was claimed better than Google ’s one in term of recognizing North   Vietnamese . Virgin Airway had saved million dollars thanks to an idea from a cleaning staff   replying to a simple post from the CEO on their Workplace “ How can we save cost ? ” . When   cleaning the airplane after each flight , he noticed that most customers have half a bottle of water   left over so he proposed to cut size of the bottle in half . Very simple idea , coming from a very low- level staff in the organization hierarchy , saves tons of dollar for the company . Without a completely   open , easy to use and “ flat ” platform like Workplace , it might have never happened . These stories   had really got my customer interest as it has actual application , easy to do and bring real money   to the companies . 

 Insight & Approach   Through those stories , storytelling has built my customer ’s trust in me and Workplace . But not   only that , by telling others ’ stories , I had also uncovered the real pain points that my customer is   facing as they have the same challenge as the other illustrated companies . They are a large   corporation with branches located all over the country . They do not have a fast and effective   channel to spread news across organization . They want to encourage employees to innovate but   do not have tool , which is friendly , simple , and secure to do that . Or the training cost is very high   because of travelling costs with many repeated courses . I had shared with them how Starbuck 

 changed their menu in days for more than 40 shops in different states by learning from a post on   Workplace from a shop in attempt to response to their customer ’s reference . I had told a story of   a global non - profit organization using Workplace to livestream their training to staffs all over the   world , not only to save time and money but also be able to save the course on the platform for   later reuse . 

 The customer was completely convinced so they decided to sign the contract and implement   Workplace to all their 21,000 employees . Not meeting after meeting , no need to demo or proof of   concept , storytelling had helped me to win the deal for only one pitch . This course had helped to   make me more confident in using storytelling in my job to present my ideas and best illustrate   them to my audience .
### Output: 