Present with Passion

What are your desired outcomes?

Influence and inspire?

Engage and energize?

Move to action?

How can we avoid this?

Get their commitment to take positive action

Reality check

A better reality check

Time to party !

How does a typical „Buyer‟ feel?

They are doing this

They are stuck in the sand of indecision

Guide them through an established process

Ask questions about their constraints 15

Show them what is possible

Navigate the bends

Lead them into the unknown

Show them how to get there 20

the Problem

Sounds really interesting!

Really stupid!

Tell them more...

… and when we do?

The result

Yes, No Sale

People buy not because of Product or Price. They buy because they feel understood.

the Solution

“I want to be there”

This could be your people

The dilemma ?

Focus on what delegates want

AND thinking

Delegates want recognition and fun Management wants measurable results

Align with their desired outcomes

Present with passion

1 2 3 things to remember

1. The power of story telling 2. How to create “sticky stories” 3. Present to win

1 The power of story telling

Proposal-centric presenting

Capture their interest

By telling stories

Become a Story Teller

Stories create alignment

Stories appeal to our emotions

Take them on an emotional Roller Coaster ride

Capture their hearts 53

…then capture their minds 54

Give them lots of great ideas

… then help them select the best one

2 How to create sticky stories

Creating Ideas that Stick – CREDIBLE CREDIBLE

IN CREDIBLE

Success: ideas that stick

Creating Ideas that Stick Persuasive (sticky) ideas: Sticky = understandable, memorable, and effective in changing thought or behaviour Six Principles*: • S - Simple • U - Unexpected • C - Concrete • C - Credible • E - Emotions • S - Stories *based on ideas from the book “Made to Stick” Why some ideas survive and others die. By Chip Heath & Dan Heath, Random House, 2007

You collect them

Collecting Stories

Green or black stories?

Creating Ideas that Stick Get People to Act : • Remember how SUCCES helps people to: – Understandable Simple – 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” Why some ideas survive and others die. By Chip Heath & Dan Heath, Random House, 2007 69

3 Present to win

“Eighty percent of success is showing up.” Woody Allen

ABC (Me) Inc. Corporate Overview SalesChannel Europe • Established in 1945 • 13,051 employees world wide • Offices in 42 countries • Revenues $15.6B • First vendor to launch RISC technology in 1978 • Ranked #1 by IDG Market Study 2006 • Won the AGP Gold Quality Award in 2007 • We are the best. Smart people know this. You should to! ©2009 SalesChannel Europe. All rights reserved 1

Audience Buy-in “Measurable Results” Focused Attention Audience Buy-in Audience Attention

Audience Engagement Us Them NOW Our Their Past Future 75

Create a fresh perspective 77

Get them excited by their own better future

Get them to „lift their gaze‟

Help them make a decision

Give them an engagement procedure to follow

A big reality check

Time to party again !

1. The power of story telling 2. How to create “sticky stories” 3. Present to win

Presentation Flight Path Checklist

Present with Passion – Take Aways 1. Practice a passion for understanding • People buy not because of Product or Price. They buy because they feel understood • Align with their desired outcomes • Start strong. “You don’t get a 2nd change to make a 1st impression.” • Involve them immediately by asking questions: open -> closed 2. The power of storytelling: • We make emotional decisions that they justify with logic and rational reasoning • Move their hearts and their minds will follow • Use stories, anecdotes and humor to influence, persuade and move to action 3. How to create “sticky stories” • Collect them, build a library of “sticky stories” • Green stories and especially Black stories • SUCCES: Simple, Unexpected, Concrete, Credible, Emotional and Stories 4. Present to win: • You can’t do this without being there • Demonstrate that you are passionate about their better future • Finish strong: summarize key ideas and actions, then agree next steps

Present with Passion – Sales Strategy 1. You sell your creativity and capability to deliver “the dream event” 2. They buy your expertise and professional track record to ensure they get the “the dream event” 3. You deliver “the dream event” that is truly memorable, totally remarkable and exceeds everyone’s expectations

Enjoy yourself and have fun If you do, they will too!

David R Ednie President & CEO SalesChannel Europe SARL Ph: +33 676 600 925 Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com Blog: http://saleschannel.blogspot.com 89

Photos: flickr creative commons license: http://www.flickr.com/photos/worldeconomicforum/391137838 http://www.flickr.com/photos/jyesmith http://www.flickr.com/photos/amanky/2268620848 http://www.flickr.com/photos/an_untrained_eye/2998277224 http://www.flickr.com/photos/jacobian/2343644915 http://www.flickr.com/photos/abekleinfeld/3246172487 http://www.flickr.com/photos/monkeyc/121594837 http://www.flickr.com/photos/dklimke/2797105297 http://www.flickr.com/photos/isadocafe/2058393364 http://www.flickr.com/photos/alui0000/3853912121 http://www.flickr.com/photos/jeffwerner/93393052 http://www.flickr.com/photos/19779889@N00/2744685637 http://www.flickr.com/photos/eliogarcia/3150106317 http://www.flickr.com/photos/stephenliveshere/324780545 http://www.flickr.com/photos/duncan/1438508437 http://www.flickr.com/photos/sillykitty/329914515 http://www.flickr.com/photos/articnomad/183719678 http://www.flickr.com/photos/good_day/38181398 http://www.flickr.com/photos/morberg/3842815564 http://www.flickr.com/photos/r_catalano/293471682 http://www.flickr.com/photos/matthewtownsend/3035637964 http://www.flickr.com/photos/duncan/3596382202 http://www.flickr.com/photos/mtsofan/3618271222 http://www.flickr.com/photos/splorp/160325130 http://www.flickr.com/photos/dgans/3547955278 http://www.flickr.com/photos/sundazed/2976653570 http://www.flickr.com/photos/morberg/3556674976 http://www.flickr.com/photos/splorp/16546807 http://www.flickr.com/photos/mtsofan/3409668303 http://www.flickr.com/photos/nateone/3768979925 http://www.flickr.com/photos/ledbetter/189746528 http://www.flickr.com/photos/jeffwerner/2885145577 http://www.flickr.com/photos/tgerus/2783436159 http://www.flickr.com/photos/mrsenil/3240699317 http://www.flickr.com/photos/enil/3434251222 http://www.flickr.com/photos/xrrr/2478140383 http://www.flickr.com/photos/vinzip/3453418303 http://www.flickr.com/photos/zach_manchester/2114740477 http://www.flickr.com/photos/worldeconomicforum/3911723902 http://www.flickr.com/photos/winemegup/2714977793 http://www.flickr.com/photos/pittcaleb/2674752416 http://www.flickr.com/photos/meltingmama/2837601721 http://www.flickr.com/photos/twiga_269/3560041515 http://www.flickr.com/photos/soldiersmediacenter/3351707140

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Present with Passion

by David Ednie on Dec 17, 2009

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Present with Passion — Presentation Transcript