Example Reflection – Storytelling 

 Challenge 

 I am a Technical Salesman . I usually have a lot of meetings with customers for introducing our   technical solutions and services to IT persons and Business users on the customer side . Even   though we are selling very popurlar brand names like Microsoft , Google or Amazon ... but   customers always have big concerts in the making decision process . Most IT people are   interested in learning new technologies , and have much understanding after some training   sessions , but they still do n’t agree to move to the next steps of the project . It is more difficult   on the Business users side , they do n’t have much technical understanding , so always refuse to   make final decisions for investment . It takes a lot of time in our selling process and has a low   winning ratio . 

 Selection 

 We spend time and resources to know why . Ninety percent of the selected case , customers had   understood how we solve their paint - points , see the benefits and better ROI . But after some   analysis and testing , we found in those cases , customers did not make sure that the solutions   we offered were the best solution for them . Then we apply a Storytelling method to help   improve those cases .   The showing of successful case study helps customers be more confident   in making investment for our project . 

 Application 

 In each customer , we discuss to have a plan how apply Storytelling to . We try to understand   the situation of this customer as much as we can . And then we select the most related success   story to deliver this purpose , and plan how to tell this story to customer . First , we list down   clearly purpose to easily follow . It may be the pain - point was solved , how our solution   improved the business , how the solution help to saving the cost , or how customer leveraged   advanced technology to have and advantage competitive … Second , we plan to adress this   purpose to each person in customer , it may be the IT team , Business users or C level . 

 After planning , we deliver it . The skill of the storyteller determines a large part of the success   to drive the effectively of the meeting . This person have to create the connection between the   story and current customer , using the customer language to help audience have deeply   understand the story as their view . Storyteller should ask more questions to get feedback from   audience and let them be a part of this story . Sometime storyteller just ask a open question that   build suspense , build intrigue , get more interesting for this meeting , and let audience answer it   to get more interactive . 

 Slide presentation , note board and meeting minutes after discussion is another tool to make the   Storytelling meeting more effective , including next actions to follow after it . But the most   importance thing is following the directions and purpose of the meeting , the storyteller have to   focus and finish it . 

 Insight and Approach 

 Storytelling helped us shorten our sales cycle faster from this time , it helped increase two time   on closing deal . Via some big powerfull questions , we make reflection of leader from customer   side , it help leaders figure out some challenge inside their orgnization , even some challenge   they maybe face in future . Storytelling merthod help ourseflves and customer undertanding   more things happen in digital tranformation journey . Not only good for technical selling like   our company , this tool aslo can be good for appling to another industries selling , or may be a   nother business activities not only selling . 


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: Example Reflection – Storytelling 

 Challenge 

 I am a Technical Salesman . I usually have a lot of meetings with customers for introducing our   technical solutions and services to IT persons and Business users on the customer side . Even   though we are selling very popurlar brand names like Microsoft , Google or Amazon ... but   customers always have big concerts in the making decision process . Most IT people are   interested in learning new technologies , and have much understanding after some training   sessions , but they still do n’t agree to move to the next steps of the project . It is more difficult   on the Business users side , they do n’t have much technical understanding , so always refuse to   make final decisions for investment . It takes a lot of time in our selling process and has a low   winning ratio . 

 Selection 

 We spend time and resources to know why . Ninety percent of the selected case , customers had   understood how we solve their paint - points , see the benefits and better ROI . But after some   analysis and testing , we found in those cases , customers did not make sure that the solutions   we offered were the best solution for them . Then we apply a Storytelling method to help   improve those cases .   The showing of successful case study helps customers be more confident   in making investment for our project . 

 Application 

 In each customer , we discuss to have a plan how apply Storytelling to . We try to understand   the situation of this customer as much as we can . And then we select the most related success   story to deliver this purpose , and plan how to tell this story to customer . First , we list down   clearly purpose to easily follow . It may be the pain - point was solved , how our solution   improved the business , how the solution help to saving the cost , or how customer leveraged   advanced technology to have and advantage competitive … Second , we plan to adress this   purpose to each person in customer , it may be the IT team , Business users or C level . 

 After planning , we deliver it . The skill of the storyteller determines a large part of the success   to drive the effectively of the meeting . This person have to create the connection between the   story and current customer , using the customer language to help audience have deeply   understand the story as their view . Storyteller should ask more questions to get feedback from   audience and let them be a part of this story . Sometime storyteller just ask a open question that   build suspense , build intrigue , get more interesting for this meeting , and let audience answer it   to get more interactive . 

 Slide presentation , note board and meeting minutes after discussion is another tool to make the   Storytelling meeting more effective , including next actions to follow after it . But the most   importance thing is following the directions and purpose of the meeting , the storyteller have to   focus and finish it . 

 Insight and Approach 

 Storytelling helped us shorten our sales cycle faster from this time , it helped increase two time   on closing deal . Via some big powerfull questions , we make reflection of leader from customer   side , it help leaders figure out some challenge inside their orgnization , even some challenge   they maybe face in future . Storytelling merthod help ourseflves and customer undertanding   more things happen in digital tranformation journey . Not only good for technical selling like   our company , this tool aslo can be good for appling to another industries selling , or may be a   nother business activities not only selling .
### Output: 