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Selling Your Ideas VMA
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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

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

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