Selling Your Ideas VMA
-
Upload
david-ednie -
Category
Business
-
view
112 -
download
6
description
Transcript of Selling Your Ideas VMA
www.flickr.com/photos/librariesrock/4214137372
www.flickr.com/photos/davelau/3135410252
Endangered species
Endangered species
www.flickr.com/photos/38485387@N02/3582475670
www.flickr.com/photos/billnwmsu/3290857841
Endangered species
Problemthe
How do you direct other’s thinking?
www.flickr.com/photos/pursuethepassion/3822008906
How do you get them to follow your recommendations?
www.flickr.com/photos/1suisse/3504595493
How do you get themto say “smart idea”?
www.flickr.com/photos/pursuethepassion/3822092094
Solutionthe
Change your thinking
www.flickr.com/photos/oriol_gascon/2172565951
11
Fresh perspectives
12
Selling Your Ideas
You
Your Company
Products & Services
to Stakeholders
Capacity?
www.flickr.com/photos/kcadams/2864579276
The experience
www.flickr.com/photos/kcadams/2864838202
15
Question: What is Persuasion?
Persuade =
• Accept
• Agree
• Change mind
• Move position
• Buy in
• Commitment
• Commitment to take action
to take to actionInfluenceConvince
Thinking Behaviour
Game changing
ideas
Find 3 Take Aways
Openness to change
Compliance vs commitment
Hoping for change
21
Building TrustQuestion: How do you bring about change?
Question: How do build trust?
Answer: The “R-Factor”
Social media
Irrelevant
25
Question: How do you become relevant?
Go where they live
www.flickr.com/photos/abardwell/2722623053
Childlike curiosity
www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg
Diagnostic questions
www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg
Why Ask Questions?
Facts
Feelings
1.
2.
3.
Opinions
Diagnostic questions
30
“Seek first to understand, then to be understood”
- Stephen R Covey
Building Trust
Get them totally involved
3 - Level Questioning
32
1.
2.
3.
Question Area 1
1.
2.
3.
Question Area 2
1.
2.
3.
Question Area 3
See their thinking
www.flickr.com/photos/kt/864090847
CREATE Insights
CR/EA/TE*:
CR – Current Reality
EA – Explore Alternative realities
TE – Tap into their Energy
*based on ideas from David Rock*based on ideas from the book Quiet Leadership by David Rock
It all happens here
The hard way
www.flickr.com/photos/jurvetson/3773859842
Telling stories
Become a greatat telling stories
www.flickr.com/photos/soldiersmediacenter/3351707140
Relevant and real stories
Stories build positive momentum
www.flickr.com/photos/imagine24/1819197101
41
Lead us into the unknown
www.flickr.com/photos/mtsofan/3618271222
Show us howto get there
www.flickr.com/photos/19779889@N00/4098873568
Create a common vision
www.flickr.com/photos/wehardy/119632223
www.flickr.com/photos/good_day/38181398
Sense of control
The journey is neverstraight forward
Bring the experience to life
www.flickr.com/photos/raeallen/117929515
Members privileges
www.flickr.com/photos/cmdr_khan/4317688709
Transport them there
www.flickr.com/photos/peregrinari/3144001440
Put them on the field
www.flickr.com/photos/raeallen/304776438
Put them in the picture
www.flickr.com/photos/raeallen/3048503893
51
How do you create visual stories?
Sticky stories
www.flickr.com/photos/zmtomako/3774116255
www.flickr.com/photos/zmtomako/3774117537
Sticky ideas
Creating Ideas that Stick
Persuasive (sticky) ideas:
Six Principles:
Sticky = understandable, memorable, and effective in changing thought or behaviour
• S - Simple
• U - Unexpected
• C - Concrete
• C - Credible
• E - Emotions
• S - Stories
*Based on ideas from the book: Made to Stick, by Dan and Chip Heath
Stories that are remarkableand memorable
Sticky fingers
www.flickr.com/photos/cherrydarlin/2694893804
www.flickr.com/photos/cherrydarlin/2694077207
Sticky dilemma
58
Creating Ideas that Stick
Get People to Act :
• Remember how SUCCESS helps people to:
– Pay attention Unexpected
– Understand and remember it Concrete
– Believe and agree Credible
– Care Emotional
– Be able to act on it Stories
*Based on ideas from the book: Made to Stick, by Dan and Chip Heath
Sense of urgency
www.flickr.com/photos/r_catalano/293471682
Sense of urgency
Everything is under control
Game changing
ideas
An unforgettable experience
www.flickr.com/photos/bradii/3326864666
Yes you can
www.flickr.com/photos/amanky/2268620848
www.flickr.com/photos/anirudhkoul/2046282436
David R EdniePresident & CEO
SalesChannel EuropePh: +33 676 60 09 25Ph: +61 415 94 51 57
email: [email protected]: www.saleschannel-europe.com