cisco training
DESCRIPTION
9/22/2010 trainingTRANSCRIPT
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Think different
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to help you lookat selling differently
Today, my goal is
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Convincing strategy Stories Conversations
3 ideas
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Intro CM! Stories Conversations Wrap
IntroIntro CM! Stories Conversations Wrap
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Intro CM! Stories Conversations Wrap
Convince Me!™
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Why should I buy what you’re selling?
Convince Me!
Think Sell Convince Plan Tell Show Try SatisfyYou
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What was the last thing you “bought”?
Everyone buys
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What was the last thing you “sold”?
Everyone sells
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If you don’t know how to sell ...
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... or if you do know how to sell ...
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... this is an easy, simple way to sell.
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Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Convince Plan Tell Show Try SatisfyYou
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We’re done.Go home.
That’s it
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Don’t think like a seller.
Think like a buyer.
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Why shouldI buy
what you’re selling?
Think Sell Convince Plan Tell Show Try SatisfyYou
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What’s In It –For Me?
WII–FM
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Money? Time?Leverage?Security?
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For me?My business?My family?
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My industryMy business
My pain
I expect you to know
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Everyone sells,even you
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ProductService
Point-of-view
What do you sell?
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How do you sell?
Think Sell Convince Plan Tell Show Try SatisfyYou
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Selling is not a one time event
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Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Convince Plan Tell Show Try SatisfyYou
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△ T (time)
Your goal
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0
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I want to convince myself
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Educate meInfluence mePersuade me
I will let you
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Cajole (badger) me
Coerce (push) me
... but DO NOT
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I didn’t think it through (!)
Buyer’s remorse
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Decisions imply risk and reward. They
take time.
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“If we educate them, they’re
ours.”
Charlie Giancarlo
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Deciding to buy is logical. Buying is
emotional.
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Empathetic Trustworthy Logical Emotional Truthful
I need you to be
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Customer education is not
Marketing
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Customer education is not
Public Relations
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Customer education IS
a simple, easy way to sell.
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160,000 IP phonesin 10 minutes
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Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Convince Plan Tell Show Try SatisfyYou
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Know me,know my story,
know my backstory
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How/why When Where How much Who/what
Know my story
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How will I get frommy Point A toyour Point B?
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What will I see? You know my points of
interest, right?
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Who’s alongfor the ride?
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Are we there yet?I need to get to your
Point B soon.
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Are we goingdown the street or around the world?
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Why should Imake the trip?
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I only haveso much money and
so much time
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Scenarios are powerful planning
tools
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Plan alternate routes for roadblocks,
shortcuts ...
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Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Convince Plan Tell Show Try SatisfyYou
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I want to knowYOUR story
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Who are you?
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Your story should be unlike any other
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How/why When Where How much Who/what
What’s YOUR story?
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How/why When Where How much Who/what
What’s OUR story?
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Fit it to thelocation and
situation
Our story
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Elevator pitch?Short stories?
Chat?Seminar?Meeting?
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I helppeople sell
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We help people sell
Think Sell Convince Plan Tell Show Try SatisfyYou
Stories Demonstrations Experiences
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Has Length, width, depth Evolves with time Invokes emotion
A good story
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7 layers of how to tell a story
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Think Sell Convince Plan Tell Show Try SatisfyYou
Application Purpose, conversation
Session Media, audio, video
Transport Delivery: best effort or guaranteed
Network Payload, message
Link 1:many, 1:few, 1:1
Physical Location, medium connects locations, topology
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What’s an idea?What works now?
Tell the truth
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Your goal is to start a conversation
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Conversations are threaded with
interactive stories
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When they get it, stop.
Don’t kill them
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Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Convince Plan Tell Show Try SatisfyYou
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Why should I believe you?
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Careful, maybeI’m (really) smarter
than you
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How it worksUnder the hoodTo what degree
#1 “Now I get it”
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I have faith
#2 “I believe”
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You have told me repeated truths
#3 “I trust”
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with a quantitative,logical, rational
argument
Persuade me
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Seeing is believingNo smoke & mirrors
Works vs. Idea
Demonstrate
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1st hand is best2nd hand is good
Make it viral?
Success story
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Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Convince Plan Tell Show Try SatisfyYou
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If seeing is believingtrying is buying
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An event you can smell, touch, taste,
hear, see, feel
Sensory, emotional
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An engaging experience
(dance, don’t watch)
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Make it Real™
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Make it a WOW!
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A crowd experience(random gathering)
Good
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A community of interest experience
Better
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A personal experience
Best
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VoIP for the Navy
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Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Convince Plan Tell Show Try SatisfyYou
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Good conversations have questions, even tough ones
Questions are good
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I’m sharing,not hiding them
Concerns are great
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I need more. Where/how can I
learn more?
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Ask meListen to me
Respond directly
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How do you I measure success?
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Did I buy?Would I buy again?
Only 2 questions
Think Sell Convince Plan Tell Show Try SatisfyYou
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What if I’m not satisfied?
Think Sell Convince Plan Tell Show Try SatisfyYou
![Page 94: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/94.jpg)
Some people are never satisfied
Think Sell Convince Plan Tell Show Try SatisfyYou
![Page 95: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/95.jpg)
Satisfied Motivated Advocate who is
Remorseless Trusting
A SMART buyer
Think Sell Convince Plan Tell Show Try SatisfyYou
![Page 96: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/96.jpg)
is your best seller
A SMART buyer
Think Sell Convince Plan Tell Show Try SatisfyYou
![Page 97: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/97.jpg)
WiFi vs. noise
Think Sell Convince Plan Tell Show Try SatisfyYou
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Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Convince Plan Tell Show Try SatisfyYou
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We’re done.Go home.
That’s it
Think Sell Convince Plan Tell Show Try SatisfyYou
![Page 100: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/100.jpg)
Intro CM! Stories Conversations Wrap
Short Stories that Sell™
![Page 101: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/101.jpg)
What’s a Google?
Think Find Frame Build Fit TellStories
![Page 102: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/102.jpg)
What’s a Googol?10100
Think Find Frame Build Fit TellStories
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Why do you do what you do?
Tell me a story
Think Find Frame Build Fit TellStories
![Page 105: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/105.jpg)
I like to lookat things differently
Think Find Frame Build Fit TellStories
![Page 106: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/106.jpg)
Because good causes need to tell good
stories
Andy Goodman
Think Find Frame Build Fit TellStories
![Page 107: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/107.jpg)
Facts are forgotten, stories are
remembered
Think Find Frame Build Fit TellStories
![Page 108: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/108.jpg)
The sacred bundle of the Pawnee & Lakota Indians
Think Find Frame Build Fit TellStories
![Page 109: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/109.jpg)
NPRDriveway Moment
Think Find Frame Build Fit TellStories
![Page 110: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/110.jpg)
Andy Goodman’s 10 Laws of
Storytelling
Think Find Frame Build Fit TellStories
![Page 111: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/111.jpg)
Our brains are wired for stories
(and pictures)
Think Find Frame Build Fit TellStories
![Page 112: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/112.jpg)
NPR location sounds paint a picture,
they put you there
Visual audio
Think Find Frame Build Fit TellStories
![Page 113: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/113.jpg)
“A soul neverthinks without
a picture”
Aristotle
Think Find Frame Build Fit TellStories
![Page 114: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/114.jpg)
A 10’ ropefor
a 40’ hole
Think Find Frame Build Fit TellStories
![Page 115: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/115.jpg)
Think Find Frame Build Fit TellStories
![Page 116: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/116.jpg)
Mind’s eye Our eyes Hand/Eye
Roam
Think Find Frame Build Fit TellStories
![Page 117: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/117.jpg)
Mind’s eye – Tell Our eyes – Show Hand/Eye – Try
Roam – Foster
Think Find Frame Build Fit TellStories
![Page 118: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/118.jpg)
Look (precognitive)
See (cognitive)
ImagineShow
Visual thinking
Think Find Frame Build Fit TellStories
{In
{Out
![Page 119: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/119.jpg)
Experiential storytelling –
Christian communion
Think Find Frame Build Fit TellStories
![Page 120: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/120.jpg)
How/why (influence, cause)
When (position in time)
Where (space)
How much (quantities)
Who/what (objects)
Low/High Brain
Think Find Frame Build Fit TellStories
![Page 121: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/121.jpg)
Think Find Frame Build Fit TellStories
![Page 122: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/122.jpg)
Think Find Frame Build Fit TellStories
![Page 123: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/123.jpg)
“The universe is made of stories,
not atoms.”
Murial Rukeyser
Think Find Frame Build Fit TellStories
![Page 124: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/124.jpg)
Fact or fiction?
Think Find Frame Build Fit TellStories
![Page 125: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/125.jpg)
Real, simple, moving stories
Think Find Frame Build Fit TellStories
![Page 126: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/126.jpg)
Nothing sellsbetter than a success story
Think Find Frame Build Fit TellStories
![Page 127: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/127.jpg)
What’s your best success story?
Think Find Frame Build Fit TellStories
![Page 128: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/128.jpg)
Think Find Frame Build Fit TellStories
![Page 129: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/129.jpg)
Look forshort stories
that sell
Think Find Frame Build Fit TellStories
![Page 130: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/130.jpg)
SituationObstacleActionResults
LHH
Think Find Frame Build Fit TellStories
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EducateEntertainInspire
NPR
Think Find Frame Build Fit TellStories
![Page 132: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/132.jpg)
Story scenarios
Think Find Frame Build Fit TellStories
DCAP at CPL Anticipate the unexpected Business as usual
![Page 133: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/133.jpg)
One story or an episodic adventure?
Arabian Nights
Think Find Frame Build Fit TellStories
![Page 134: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/134.jpg)
“Share something vulnerable and the
audience is more likely to trust you.”
Tim Keelan
Think Find Frame Build Fit TellStories
![Page 135: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/135.jpg)
Remember culture
Think Find Frame Build Fit TellStories
![Page 136: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/136.jpg)
Who’s the protagonist? The
antagonist?
Think Find Frame Build Fit TellStories
![Page 137: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/137.jpg)
Flawed characters are more interesting
Think Find Frame Build Fit TellStories
![Page 138: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/138.jpg)
Everything must move the story
forward
Think Find Frame Build Fit TellStories
![Page 139: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/139.jpg)
Imbalance; what has changed?
Think Find Frame Build Fit TellStories
![Page 140: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/140.jpg)
Setting; when and where?
Think Find Frame Build Fit TellStories
![Page 141: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/141.jpg)
What’s the (emotional) hook?
Think Find Frame Build Fit TellStories
![Page 142: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/142.jpg)
Conflict keeps it interesting
Think Find Frame Build Fit TellStories
![Page 143: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/143.jpg)
Think Find Frame Build Fit TellStories
![Page 144: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/144.jpg)
One memorable fact
Everyone sells.6.7 billion people
sell every day
Think Find Frame Build Fit TellStories
![Page 145: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/145.jpg)
“In a 2 hour speech, people will remember
a 2 minute story.”
Andy Goodman
Think Find Frame Build Fit TellStories
![Page 146: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/146.jpg)
Small enough to digest, simple
enough to be retold
Think Find Frame Build Fit TellStories
![Page 147: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/147.jpg)
1:1,000,0001:101:1
Who & how many?
Think Find Frame Build Fit TellStories
![Page 148: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/148.jpg)
At a concertVia WebEx
In a theaterCandle-lit dinner
Where?
Think Find Frame Build Fit TellStories
![Page 149: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/149.jpg)
Now (spontaneous)
Then (scheduled)
When-ever (time-shifted)
When?
Think Find Frame Build Fit TellStories
![Page 150: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/150.jpg)
Speech (passionate)
Audio (engaging)
Video (amazing)
Performance (captivating)
Which media?
Think Find Frame Build Fit TellStories
![Page 151: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/151.jpg)
5 words5 sentences
5 minutes, 5 points
Short Stories that Sell
Think Find Frame Build Fit TellStories
![Page 152: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/152.jpg)
10 minutes
Think Find Frame Build Fit TellStories
![Page 153: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/153.jpg)
3D printingSacred bundle
Prop(ertie)s
Think Find Frame Build Fit TellStories
![Page 154: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/154.jpg)
SightsSounds
Smells, ...
Visual audio
Think Find Frame Build Fit TellStories
![Page 155: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/155.jpg)
Eye contact
Think Find Frame Build Fit TellStories
![Page 156: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/156.jpg)
Noise reduces focus Poor audio Poor video Bad pictures Unwanted sounds Unwanted images
Think Find Frame Build Fit TellStories
![Page 157: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/157.jpg)
Speakwith emotion
Think Find Frame Build Fit TellStories
![Page 158: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/158.jpg)
NormalSoft
LoudJolt
Voice combinations
Think Find Frame Build Fit TellStories
HesitateSlowNormalFast
![Page 159: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/159.jpg)
What are the character’s thoughts
& emotions?
Think Find Frame Build Fit TellStories
![Page 160: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/160.jpg)
Who is your favorite storyteller? Why?
Think Find Frame Build Fit TellStories
![Page 161: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/161.jpg)
Think Find Frame Build Fit TellStories
![Page 162: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/162.jpg)
We’re done.Go home.
That’s it
Think Find Frame Build Fit TellStories
![Page 163: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/163.jpg)
Intro CM! Stories Conversations Wrap
Convincing Conversations™
![Page 164: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/164.jpg)
Presenting in 2010 is NOT
like it was in 1987
Tools Prepare Delivery NextDesign
![Page 165: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/165.jpg)
1 thought per slide
Tools Prepare Delivery NextDesign
![Page 166: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/166.jpg)
Yes, I’m left wanting more. But
that’s good.
Tools Prepare Delivery NextDesign
![Page 167: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/167.jpg)
M.E.G.O.and the
Cisco SEVTs
Tools Prepare Delivery NextDesign
![Page 168: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/168.jpg)
KISS me,don’t kill me
Tools Prepare Delivery NextDesign
![Page 169: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/169.jpg)
10 slides20 minutes
30+ point font
Guy Kawasaki
Tools Prepare Delivery NextDesign
24 bold point font
![Page 170: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/170.jpg)
Audio clips
Tools Prepare Delivery NextDesign
![Page 171: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/171.jpg)
Video Clips
Tools Prepare Delivery NextDesign
![Page 172: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/172.jpg)
Load time for graphics?
Internet access?
Tools Prepare Delivery NextDesign
![Page 173: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/173.jpg)
Compare the strange vs. the
familiar
Tools Prepare Delivery NextDesign
![Page 174: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/174.jpg)
Constrast
Tools Prepare Delivery NextDesign
![Page 175: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/175.jpg)
KeynotePowerPoint
or ?
Tools Prepare Delivery NextDesign
![Page 176: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/176.jpg)
Slideshare.net
Tools Prepare Delivery NextDesign
![Page 177: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/177.jpg)
Made to Stick Simplicity Unexpectedness Concreteness Credibility Emotions Stories
Tools Prepare Delivery NextDesign
![Page 178: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/178.jpg)
Nancy Duarte
Tools Prepare Delivery NextDesign
![Page 179: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/179.jpg)
Carman Taran
Tools Prepare Delivery NextDesign
![Page 180: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/180.jpg)
Tools Prepare Delivery NextDesign
![Page 181: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/181.jpg)
Jerry Weissman
Tools Prepare Delivery NextDesign
![Page 182: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/182.jpg)
Dale Carnegie
Tools Prepare Delivery NextDesign
![Page 183: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/183.jpg)
Tools Prepare Delivery NextDesign
![Page 184: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/184.jpg)
Tools Prepare Delivery NextDesign
![Page 185: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/185.jpg)
Be honestGo from the heart
Tools Prepare Delivery NextDesign
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Know your stuff material
Tools Prepare Delivery NextDesign
![Page 187: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/187.jpg)
Be confident.No audience
wants less. But ...
Tools Prepare Delivery NextDesign
![Page 188: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/188.jpg)
... don’t tryto be the expert if
you’re not.
Tools Prepare Delivery NextDesign
![Page 189: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/189.jpg)
Leave more than 1 minute before
the curtain goes up
Tools Prepare Delivery NextDesign
![Page 190: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/190.jpg)
Check the room, equipment,
expectations, etc.
Murphy’s corollary
Tools Prepare Delivery NextDesign
![Page 191: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/191.jpg)
Rehearse
Tools Prepare Delivery NextDesign
![Page 192: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/192.jpg)
Who, what, ...Keep asking
Plan. Ask yourself
Tools Prepare Delivery NextDesign
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Tell them (what’s coming)
Tell them (what they want)
Tell them (what you said)
Three point sermon
Tools Prepare Delivery NextDesign
![Page 194: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/194.jpg)
Will theysit back,lean forward,
or participate?
Tools Prepare Delivery NextDesign
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Kinesthetic learningTake a note
Tools Prepare Delivery NextDesign
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Q & A onlygoes so far
Tools Prepare Delivery NextDesign
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Don’t just present, start a conversation
Tools Prepare Delivery NextDesign
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Faceless presenting is REALLY tough
Tools Prepare Delivery NextDesign
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If you don’t “love it”, then why should I?
Tools Prepare Delivery NextDesign
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http://hubspot.com@danZarella
#SciPres
Tools Prepare Delivery NextDesign
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@theideamechanic#HelpPeopleSell
Tools Prepare Delivery NextDesign
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Where can I learn more?
Tools Prepare Delivery NextDesign
![Page 203: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/203.jpg)
Tools Prepare Delivery NextDesign
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Intro CM! Stories Conversations Wrap
WrapIntro CM! Stories Conversations Wrap
![Page 205: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/205.jpg)
I like to look at things differently
![Page 206: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/206.jpg)
to help you lookat selling differently
Today, my goal was
![Page 207: Cisco training](https://reader038.vdocuments.mx/reader038/viewer/2022103111/54c70edc4a7959664e8b4597/html5/thumbnails/207.jpg)
Convincing strategy Stories Conversations
3 ideas
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Take a blank cardRate the class 0 ➞ 5
(0=a waste, 5= very helpful)
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Take another cardFront: CommentsBack: Suggestions
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We’re done.Go home.
That’s it
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We’re done.Go home.
Really. Go home.
That’s it
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Thanks!
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