www.flickr.com/photos/librariesrock/4214137372
Endangered species




                     www.flickr.com/photos/davelau/3135410252
Endangered species

                     www.flickr.com/photos/38485387@N02/3582475670
Endangered species




    www.flickr.com/photos/billnwmsu/3290857841
the
Problem
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 them
to say “smart idea”?
                       www.flickr.com/photos/pursuethepassion/3822092094
the
Solution
Change your thinking




     www.flickr.com/photos/oriol_gascon/2172565951
Fresh perspectives

                     11
Selling Your Ideas
 to Stakeholders

          You

     Your Company

   Products & Services

                         12
Capacity?




www.flickr.com/photos/kcadams/2864579276
The experience

                 www.flickr.com/photos/kcadams/2864838202
Question: What is Persuasion?

Persuade = Influence to take to action
           Convince

     •   Accept            • Bu...
Game
changing
   ideas
Find 3 Take Aways
Openness to change
Compliance vs commitment
Hoping for change
Building Trust do you bring about change?
Question: How




                                            21
Question: How do build trust?




         Answer: The “R-Factor”
Social media
Irrelevant
Question: How do you become relevant?




                                        25
Go where they live




                     www.flickr.com/photos/abardwell/2722623053
Childlike curiosity
Diagnostic questions




www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg
Why Ask Questions?
                                   Diagnostic questions
    1. Facts
    2. Opinions
    3. Feelings


...
Building Trust




   “Seek first to understand,
     then to be understood”
                 - Stephen R Covey




      ...
Get them totally involved
3 - Level Questioning


     Question Area 1        Question Area 2        Question Area 3


1.                     1.    ...
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

      ...
It all happens here
The hard way
Telling stories




www.flickr.com/photos/jurvetson/3773859842
Become a great
at telling stories




                     www.flickr.com/photos/soldiersmediacenter/3351707140
Relevant and real stories
Stories build positive
     momentum
                         www.flickr.com/photos/imagine24/1819197101
Lead us into the unknown




41
                www.flickr.com/photos/mtsofan/3618271222
Show us how
    to get there




www.flickr.com/photos/19779889@N00/4098873568
Create a common vision




                         www.flickr.com/photos/wehardy/119632223
Sense of control




                   www.flickr.com/photos/good_day/38181398
The journey is never
  straight 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
How do you create
  visual stories?
              51
Sticky stories

                 www.flickr.com/photos/zmtomako/3774116255
Sticky ideas

               www.flickr.com/photos/zmtomako/3774117537
Creating Ideas that Stick

  Persuasive (sticky) ideas:
  Sticky = understandable, memorable, and effective in changing
  ...
Stories that are remarkable
      and memorable
Sticky fingers




www.flickr.com/photos/cherrydarlin/2694893804
Sticky dilemma




www.flickr.com/photos/cherrydarlin/2694077207
Creating Ideas that Stick

  Get People to Act :

     •   Remember how SUCCESS helps people to:
         –   Pay attentio...
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
David R Ednie
                      President & CEO
                  SalesChannel Europe
                 Ph: +33 676 60 ...
Upcoming SlideShare
Loading in...5
×

Selling Your Ideas VMA

1,468

Published on

Selling Your Ideas to Key Stake Holders in Venue Management Today. Influence, persuade and convince others to change their thinking and move them to take action

Published in: Business, Sports
0 Comments
3 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
1,468
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
98
Comments
0
Likes
3
Embeds 0
No embeds

No notes for slide

Transcript of "Selling Your Ideas VMA"

  1. 1. www.flickr.com/photos/librariesrock/4214137372
  2. 2. Endangered species www.flickr.com/photos/davelau/3135410252
  3. 3. Endangered species www.flickr.com/photos/38485387@N02/3582475670
  4. 4. Endangered species www.flickr.com/photos/billnwmsu/3290857841
  5. 5. the Problem
  6. 6. How do you direct other’s thinking? www.flickr.com/photos/pursuethepassion/3822008906
  7. 7. How do you get them to follow your recommendations? www.flickr.com/photos/1suisse/3504595493
  8. 8. How do you get them to say “smart idea”? www.flickr.com/photos/pursuethepassion/3822092094
  9. 9. the Solution
  10. 10. Change your thinking www.flickr.com/photos/oriol_gascon/2172565951
  11. 11. Fresh perspectives 11
  12. 12. Selling Your Ideas to Stakeholders You Your Company Products & Services 12
  13. 13. Capacity? www.flickr.com/photos/kcadams/2864579276
  14. 14. The experience www.flickr.com/photos/kcadams/2864838202
  15. 15. 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 15
  16. 16. Game changing ideas
  17. 17. Find 3 Take Aways
  18. 18. Openness to change
  19. 19. Compliance vs commitment
  20. 20. Hoping for change
  21. 21. Building Trust do you bring about change? Question: How 21
  22. 22. Question: How do build trust? Answer: The “R-Factor”
  23. 23. Social media
  24. 24. Irrelevant
  25. 25. Question: How do you become relevant? 25
  26. 26. Go where they live www.flickr.com/photos/abardwell/2722623053
  27. 27. Childlike curiosity
  28. 28. Diagnostic questions www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg
  29. 29. Why Ask Questions? Diagnostic questions 1. Facts 2. Opinions 3. Feelings www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg
  30. 30. Building Trust “Seek first to understand, then to be understood” - Stephen R Covey 30
  31. 31. Get them totally involved
  32. 32. 3 - Level Questioning Question Area 1 Question Area 2 Question Area 3 1. 1. 1. 2. 2. 2. 3. 3. 3. 32
  33. 33. See their thinking www.flickr.com/photos/kt/864090847
  34. 34. 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
  35. 35. It all happens here
  36. 36. The hard way
  37. 37. Telling stories www.flickr.com/photos/jurvetson/3773859842
  38. 38. Become a great at telling stories www.flickr.com/photos/soldiersmediacenter/3351707140
  39. 39. Relevant and real stories
  40. 40. Stories build positive momentum www.flickr.com/photos/imagine24/1819197101
  41. 41. Lead us into the unknown 41 www.flickr.com/photos/mtsofan/3618271222
  42. 42. Show us how to get there www.flickr.com/photos/19779889@N00/4098873568
  43. 43. Create a common vision www.flickr.com/photos/wehardy/119632223
  44. 44. Sense of control www.flickr.com/photos/good_day/38181398
  45. 45. The journey is never straight forward
  46. 46. Bring the experience to life www.flickr.com/photos/raeallen/117929515
  47. 47. Members privileges www.flickr.com/photos/cmdr_khan/4317688709
  48. 48. Transport them there www.flickr.com/photos/peregrinari/3144001440
  49. 49. Put them on the field www.flickr.com/photos/raeallen/304776438
  50. 50. Put them in the picture www.flickr.com/photos/raeallen/3048503893
  51. 51. How do you create visual stories? 51
  52. 52. Sticky stories www.flickr.com/photos/zmtomako/3774116255
  53. 53. Sticky ideas www.flickr.com/photos/zmtomako/3774117537
  54. 54. 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, by Dan and Chip Heath
  55. 55. Stories that are remarkable and memorable
  56. 56. Sticky fingers www.flickr.com/photos/cherrydarlin/2694893804
  57. 57. Sticky dilemma www.flickr.com/photos/cherrydarlin/2694077207
  58. 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 58 *Based on ideas from the book: Made to Stick, by Dan and Chip Heath
  59. 59. Sense of urgency www.flickr.com/photos/r_catalano/293471682
  60. 60. Sense of urgency
  61. 61. Everything is under control
  62. 62. Game changing ideas
  63. 63. An unforgettable experience www.flickr.com/photos/bradii/3326864666
  64. 64. Yes you can www.flickr.com/photos/amanky/2268620848
  65. 65. David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 Ph: +61 415 94 51 57 email: david@saleschannel-europe.com website: www.saleschannel-europe.com www.flickr.com/photos/anirudhkoul/2046282436
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×