Selling Your Ideas: The Art of Persuasion
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Selling Your Ideas: The Art of Persuasion

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Selling 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, ...

Selling 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.

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Selling Your Ideas: The Art of Persuasion Presentation Transcript

  • 1. www.flickr.com/photos/traftery/4623735769
  • 2. How do you direct other’s thinking? SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/pursuethepassion/3822008906
  • 3. How do you get them to follow your recommendations? 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 live www.flickr.com/photos/abardwell/2722623053
  • 14. the Solution
  • 15. Change your thinking www.flickr.com/photos/oriol_gascon/2172565951
  • 16. Fresh perspectives 16
  • 17. Selling Your Ideas You Your Company Products & Services 17
  • 18. Question: What is Persuasion? Persuade = Influence to take to action Convince • Accept • Buy in • Agree • Commitment • Change mind • Commitment to • Move position take action Thinking Behaviour 18
  • 19. 1 2 Game changing ideas SalesChannel Europe ©2010 All rights reserved
  • 20. 3 Ideas for Today 1 Asking Questions in Colour 2 The Psychology of Change Story Telling SalesChannel Europe ©2010 All rights reserved
  • 21. Questions SalesChannel Europe ©2010 All rights reserved www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg
  • 22. Building Trust “Seek first to understand, then to be understood” - Stephen R Covey 22
  • 23. Asking Questions in Colour White Questions Current situation Facts, data & information white snow: pure, cold hard facts Green Questions Desired situation Future state Grass, trees, growth, can become Obstacles Black Questions Important, powerful Dark, night time, can’t 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 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
  • 24. 2 The Psychology of Change* Positive Positive Positive Present Future Sustain Attain Negative Negative Present Future Change Avoid Negative Present *Source: The Prime Solution by Jeff Thull, Dearborn © 2005 www.primeresource.com Future SalesChannel Europe ©2010 All rights reserved
  • 25. Get them “destination dreaming” SalesChannel 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 future www.flickr.com/photos/adrants/4645583189
  • 28. Story Telling www.flickr.com/photos/jurvetson/3773859842
  • 29. Become a great at telling stories www.flickr.com/photos/soldiersmediacenter/3351707140
  • 30. Relevant and real stories
  • 31. Stories convey emotions www.flickr.com/photos/edyson/13434169
  • 32. Stories convey BIG emotions 32
  • 33. 1 2 Let’s review today’s key ideas
  • 34. David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Ph: +61 415 94 51 57 (AUS) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com www.flickr.com/photos/traftery/4623735769