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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
Help them anticipate
                                              SalesChannel
                                          ...
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
Get them “destination dreaming”                                   SalesChannel
                                           ...
“I want to be there”
This could be your people
The dilemma ?
Focus on what delegates want
SalesChannel
. . . and what the Management Team wants                                Europe




                 ©2009 Sal...
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
SalesChannel
                                                                         Europe




Stories make us see thing...
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
...
You collect them
Collecting Stories
Green or black stories?
Black stories SalesChannel
                                                  createEurope

                               ...
….urgency
                                                     SalesChannel
                                              ...
SalesChannel
                                                       Europe




                    Motivate us to take act...
Creating Ideas that Stick

  Get People to Act :

     • Remember how SUCCES helps people to:
        –   Understandable  ...
3

    Present to win
“Eighty percent of success is
               showing up.”
                      Woody Allen
SalesChannel
                                                       Europe
                              Change their posi...
ABC (Me) Inc. Corporate Overview
                                                                        SalesChannel
    ...
Audience Buy-in
                  “Measurable Results”
                   Focused Attention


                            ...
Audience Engagement



         Us             Them


                  NOW

         Our             Their
         Past ...
The Buyer’s Decision Process


 1. Person
 2. Company
 3. Product
 4. Price (Value)
 5. Why Now?




                    S...
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 Pric...
Present with Passion – Sales Strategy


1. You sell your creativity and capability to deliver “the
   dream event”

2. The...
Enjoy yourself and have fun
  If you do, they will too!
David R Ednie
                        President & CEO
               SalesChannel Europe SARL
                    Ph: +33 ...
Photos: flickr creative commons license:

http://www.flickr.com/photos/worldeconomicforum/391137838     http://www.flickr....
Present with Passion
Present with Passion
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Present with Passion

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Getting your ideas across and moving people to action are the foundation of persuasion a skill that you cannot have too much of. Presenting with Passion is about being relevant and understood (remarkable) and making a lasting positive impact on your audience (memorable).

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Transcript of "Present with Passion"

  1. 1. 1
  2. 2. What are your desired outcomes?
  3. 3. Influence and inspire?
  4. 4. Engage and energize?
  5. 5. Move to action?
  6. 6. How can we avoid this?
  7. 7. Get their commitment to take positive action
  8. 8. Reality check
  9. 9. A better reality check
  10. 10. Time to party !
  11. 11. How does a typical „Buyer‟ feel?
  12. 12. They are doing this
  13. 13. They are stuck in the sand of indecision
  14. 14. Guide them through an established process
  15. 15. Ask questions about their constraints 15
  16. 16. Show them what is possible
  17. 17. Help them anticipate SalesChannel Europe ©2009 SalesChannel Europe. All rights reserved 17
  18. 18. Navigate the bends
  19. 19. Lead them into the unknown
  20. 20. Show them how to get there 20
  21. 21. the Problem
  22. 22. Sounds really interesting!
  23. 23. Really stupid!
  24. 24. Tell them more...
  25. 25. … and when we do?
  26. 26. The result
  27. 27. Yes, No Sale
  28. 28. People buy not because of Product or Price. They buy because they feel understood.
  29. 29. the Solution
  30. 30. Get them “destination dreaming” SalesChannel Europe ©2009 SalesChannel Europe. All rights reserved
  31. 31. “I want to be there”
  32. 32. This could be your people
  33. 33. The dilemma ?
  34. 34. Focus on what delegates want
  35. 35. SalesChannel . . . and what the Management Team wants Europe ©2009 SalesChannel Europe. All rights reserved 36
  36. 36. AND thinking
  37. 37. Delegates want recognition and fun Management wants measurable results
  38. 38. Align with their desired outcomes
  39. 39. Present with passion
  40. 40. 1 2 3 things to remember
  41. 41. 1. The power of story telling 2. How to create “sticky stories” 3. Present to win
  42. 42. 1 The power of story telling
  43. 43. Proposal-centric presenting
  44. 44. Capture their interest
  45. 45. By telling stories
  46. 46. Become a Story Teller
  47. 47. SalesChannel Europe Stories make us see things differently ©2009 SalesChannel Europe. All rights reserved
  48. 48. Stories create alignment
  49. 49. Stories appeal to our emotions
  50. 50. Take them on an emotional Roller Coaster ride
  51. 51. Capture their hearts 53
  52. 52. …then capture their minds 54
  53. 53. Give them lots of great ideas
  54. 54. … then help them select the best one
  55. 55. 2 How to create sticky stories
  56. 56. Creating Ideas that Stick – CREDIBLE CREDIBLE
  57. 57. IN CREDIBLE
  58. 58. Success: ideas that stick
  59. 59. 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
  60. 60. You collect them
  61. 61. Collecting Stories
  62. 62. Green or black stories?
  63. 63. Black stories SalesChannel createEurope a sense of….. ©2009 SalesChannel Europe. All rights reserved
  64. 64. ….urgency SalesChannel Europe ©2009 SalesChannel Europe. All rights reserved 67
  65. 65. SalesChannel Europe Motivate us to take action ©2009 SalesChannel Europe. All rights reserved
  66. 66. 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
  67. 67. 3 Present to win
  68. 68. “Eighty percent of success is showing up.” Woody Allen
  69. 69. SalesChannel Europe Change their position ©2009 SalesChannel Europe. All rights reserved
  70. 70. 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
  71. 71. Audience Buy-in “Measurable Results” Focused Attention Audience Buy-in Audience Attention
  72. 72. Audience Engagement Us Them NOW Our Their Past Future 75
  73. 73. The Buyer’s Decision Process 1. Person 2. Company 3. Product 4. Price (Value) 5. Why Now? SalesChannel Europe ©2009 All rights reserved 76
  74. 74. Create a fresh perspective 77
  75. 75. Get them excited by their own better future
  76. 76. Get them to „lift their gaze‟
  77. 77. Help them make a decision
  78. 78. Give them an engagement procedure to follow
  79. 79. A big reality check
  80. 80. Time to party again !
  81. 81. 1. The power of story telling 2. How to create “sticky stories” 3. Present to win
  82. 82. Presentation Flight Path Checklist
  83. 83. 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
  84. 84. 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
  85. 85. Enjoy yourself and have fun If you do, they will too!
  86. 86. 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
  87. 87. 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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