Selling Your Ideas VMA

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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

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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

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