selling your ideas: the art of persuasion
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DESCRIPTIONSelling Your Ideas: The Art of Persuasion is what separtes great Leaders from good Managers. Being able to sell your vision and align your organisation is needed today, more than ever. inpsire, energise and empower your customers, suppliers and your team.
- 1. www.flickr.com/photos/traftery/4623735769
2. How do you directothers thinking? SalesChannel Europe 2010 All rights reserved www.flickr.com/photos/pursuethepassion/3822008906 3. How do you getthem to follow yourrecommendations? SalesChannel Europe 2010 All rights reserved www.flickr.com/photos/1suisse/3504595493 4. Get them to say Smart idea!SalesChannel Europe 2010 All rights reserved www.flickr.com/photos/pursuethepassion/3822092094 5. the Problem 6. Getting your message across 7. Compliance vs commitment 8. Hoping for change 9. Building Trust do you bring about change? Question: How 9 10. Question: How do build trust?Answer: The R-Factor 11. Irrelevant 12. Question: How do you become relevant? 12 13. Go where they livewww.flickr.com/photos/abardwell/2722623053 14. the Solution 15. Change your thinkingwww.flickr.com/photos/oriol_gascon/2172565951 16. Fresh perspectives 16 17. Selling Your IdeasYou Your Company Products & Services 17 18. Question: What is Persuasion?Persuade = Influence to take to actionConvince Accept Buy in Agree Commitment Change mind Commitment to Move position take actionThinkingBehaviour 18 19. 1 2 Gamechanging ideas SalesChannel Europe 2010 All rights reserved 20. 3 Ideas for Today1 Asking Questions in Colour 2 The Psychology of ChangeStory TellingSalesChannel Europe 2010 All rights reserved 21. Questions SalesChannel Europe 2010 All rights reservedwww.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg 22. Building TrustSeek first to understand,then to be understood- Stephen R Covey22 23. Asking Questions in Colour White Questions Current situation Facts, data & information white snow: pure, cold hard factsGreen Questions Desired situation Future state Grass, trees, growth, can becomeObstacles Black Questions Important, powerful Dark, night time, cant see in the dark. Turn on the light to see what stands between current situation and desired situation.Red Questions Feelings Fire, explosive color, highly emotional If Stan doesnt do something he wont be able to get there by himself. Stan needs to talk to you.SalesChannel Europe 2010 All rights reserved 24. 2 The Psychology of Change* PositivePositive PositivePresentFuture Sustain Attain NegativeNegativePresentFuture ChangeAvoid NegativePresent *Source: The Prime Solution by Jeff Thull, Dearborn 2005www.primeresource.com Future SalesChannel Europe 2010 All rights reserved 25. Get them destination dreamingSalesChannel Europe 2010 All rights reserved www.flickr.com/photos/tgerus/2783436159 26. Take them to the positive future SalesChannel Europe 2010 All rights reserved www.flickr.com/photos/horacio/3781750 27. Take them to the negative futurewww.flickr.com/photos/adrants/4645583189 28. Story Telling www.flickr.com/photos/jurvetson/3773859842 29. Become a great at telling storieswww.flickr.com/photos/soldiersmediacenter/3351707140 30. Relevant and real stories 31. Stories convey emotions www.flickr.com/photos/edyson/13434169 32. Stories conveyBIG emotions 32 33. 1 2 Lets review todays key ideas 34. David R Ednie President & CEOSalesChannel Europe Ph: +33 676 60 09 25 (FRA) Ph: +61 415 94 51 57 (AUS) Email: email@example.com Website: www.saleschannel-europe.comwww.flickr.com/photos/traftery/4623735769