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, energise and empower your customers, suppliers and your team.

Published in: Business

Selling Your Ideas: The Art of Persuasion

  1. 1. www.flickr.com/photos/traftery/4623735769
  2. 2. How do you direct other’s thinking? SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/pursuethepassion/3822008906
  3. 3. How do you get them to follow your recommendations? SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/1suisse/3504595493
  4. 4. Get them to say “Smart idea!” SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/pursuethepassion/3822092094
  5. 5. the Problem
  6. 6. Getting your message across
  7. 7. Compliance vs commitment
  8. 8. Hoping for change
  9. 9. Building Trust do you bring about change? Question: How 9
  10. 10. Question: How do build trust? Answer: The “R-Factor”
  11. 11. Irrelevant
  12. 12. Question: How do you become relevant? 12
  13. 13. Go where they live www.flickr.com/photos/abardwell/2722623053
  14. 14. the Solution
  15. 15. Change your thinking www.flickr.com/photos/oriol_gascon/2172565951
  16. 16. Fresh perspectives 16
  17. 17. Selling Your Ideas You Your Company Products & Services 17
  18. 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. 19. 1 2 Game changing ideas SalesChannel Europe ©2010 All rights reserved
  20. 20. 3 Ideas for Today 1 Asking Questions in Colour 2 The Psychology of Change Story Telling SalesChannel Europe ©2010 All rights reserved
  21. 21. Questions SalesChannel Europe ©2010 All rights reserved www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg
  22. 22. Building Trust “Seek first to understand, then to be understood” - Stephen R Covey 22
  23. 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. 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. 25. Get them “destination dreaming” SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/tgerus/2783436159
  26. 26. Take them to the positive future SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/horacio/3781750
  27. 27. Take them to the negative future www.flickr.com/photos/adrants/4645583189
  28. 28. Story Telling www.flickr.com/photos/jurvetson/3773859842
  29. 29. Become a great at telling stories www.flickr.com/photos/soldiersmediacenter/3351707140
  30. 30. Relevant and real stories
  31. 31. Stories convey emotions www.flickr.com/photos/edyson/13434169
  32. 32. Stories convey BIG emotions 32
  33. 33. 1 2 Let’s review today’s key ideas
  34. 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

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