Download - Selling Your Ideas: The Art of Persuasion
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How do you direct other’s thinking?
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How do you get them to follow your recommendations?
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Get them to say “Smart idea!”
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Problemthe
Getting your message across
Compliance vs commitment
Hoping for change
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Building TrustQuestion: How do you bring about change?
Question: How do build trust?
Answer: The “R-Factor”
Irrelevant
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Question: How do you become relevant?
Go where they live
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Solutionthe
Change your thinking
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Fresh perspectives
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Selling Your Ideas
You
Your Company
Products & Services
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Question: What is Persuasion?
Persuade =
• Accept
• Agree
• Change mind
• Move position
• Buy in
• Commitment
• Commitment to take action
to take to actionInfluenceConvince
Thinking Behaviour
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1 2
Game changing
ideas
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3 Ideas for Today
Asking Questions in Colour1
Story Telling
The Psychology of Change2
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Questions
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“Seek first to understand, then to be understood”
- Stephen R Covey
Building Trust
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White Questions
Green Questions
Black Questions
Red Questions
Asking Questions in Colour
Current situationFacts, data & informationwhite snow: pure, cold hard facts
Desired situationFuture stateGrass, trees, growth, can become
ObstaclesImportant, powerfulDark, night time, can’t see in the dark. Turn on the light to see what stands between current situation and desired situation.
FeelingsFire, explosive color, highly emotional“If Stan doesn’t do something he won’t be able to get there by himself. Stan needs to talk to you.”
SalesChannel Europe ©2010 All rights reserved
2The Psychology of Change*
PositivePresent
Sustain
PositiveFuture
Attain
NegativePresent
Change
NegativeFuture
Avoid
Neg
ativ
ePo
siti
ve
Present Future*Source: The Prime Solution by Jeff Thull, Dearborn © 2005
www.primeresource.com
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Get them “destination dreaming”
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Take them to the positive future
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Take them to the negative future
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Story Telling
Become a greatat telling stories
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Relevant and real stories
Stories convey emotions
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Stories conveyBIG emotions
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Let’s review today’s key ideas
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David R EdniePresident & CEO
SalesChannel EuropePh: +33 676 60 09 25 (FRA) Ph: +61 415 94 51 57 (AUS)
Email: [email protected]: www.saleschannel-europe.com