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- 2. Today, my goal is to help you look at selling differently
- 4. Intro Intro CM! Stories Conversations Wrap
- 5. Convince Me!™ Intro CM! Stories Conversations Wrap
- 6. Convince Me! Why should I buy what you’re selling? You Think Sell Convince Plan Tell Show Try Satisfy
- 7. Everyone buys What was the last thing you “bought”? You Think Sell Convince Plan Tell Show Try Satisfy
- 8. Everyone sells What was the last thing you “sold”? You Think Sell Convince Plan Tell Show Try Satisfy
- 9. If you don’t know how to sell ... You Think Sell Convince Plan Tell Show Try Satisfy
- 10. ... or if you do know how to sell ... You Think Sell Convince Plan Tell Show Try Satisfy
- 11. ... this is an easy, simple way to sell. You Think Sell Convince Plan Tell Show Try Satisfy
- 12. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
- 13. That’s it We’re done. Go home. You Think Sell Convince Plan Tell Show Try Satisfy
- 14. Don’t think like a seller. Think like a buyer. You Think Sell Convince Plan Tell Show Try Satisfy
- 15. Why should I buy what you’re selling? You Think Sell Convince Plan Tell Show Try Satisfy
- 16. WII–FM What’s In It – For Me? You Think Sell Convince Plan Tell Show Try Satisfy
- 17. Money? Time? Leverage? Security? You Think Sell Convince Plan Tell Show Try Satisfy
- 18. For me? My business? My family? You Think Sell Convince Plan Tell Show Try Satisfy
- 19. I expect you to know My industry My business My pain You Think Sell Convince Plan Tell Show Try Satisfy
- 20. Everyone sells, even you You Think Sell Convince Plan Tell Show Try Satisfy
- 21. What do you sell? Product Service Point-of-view You Think Sell Convince Plan Tell Show Try Satisfy
- 22. How do you sell? You Think Sell Convince Plan Tell Show Try Satisfy
- 23. Selling is not a one time event You Think Sell Convince Plan Tell Show Try Satisfy
- 24. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
- 25. Your goal 0 T (time) You Think Sell Convince Plan Tell Show Try Satisfy
- 26. I want to convince myself You Think Sell Convince Plan Tell Show Try Satisfy
- 27. I will let you Educate me Influence me Persuade me You Think Sell Convince Plan Tell Show Try Satisfy
- 28. ... but DO NOT Cajole (badger) me Coerce (push) me You Think Sell Convince Plan Tell Show Try Satisfy
- 29. Buyer’s remorse I didn’t think it through (!) You Think Sell Convince Plan Tell Show Try Satisfy
- 30. Decisions imply risk and reward. They take time. You Think Sell Convince Plan Tell Show Try Satisfy
- 31. Charlie Giancarlo “If we educate them, they’re ours.” You Think Sell Convince Plan Tell Show Try Satisfy
- 32. Deciding to buy is logical. Buying is emotional. You Think Sell Convince Plan Tell Show Try Satisfy
- 33. I need you to be Empathetic Trustworthy Logical Emotional Truthful You Think Sell Convince Plan Tell Show Try Satisfy
- 34. Customer education is not Marketing You Think Sell Convince Plan Tell Show Try Satisfy
- 35. Customer education is not Public Relations You Think Sell Convince Plan Tell Show Try Satisfy
- 36. Customer education IS a simple, easy way to sell. You Think Sell Convince Plan Tell Show Try Satisfy
- 37. 160,000 IP phones in 10 minutes You Think Sell Convince Plan Tell Show Try Satisfy
- 38. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
- 39. Know me, know my story, know my backstory You Think Sell Convince Plan Tell Show Try Satisfy
- 40. Know my story How/why When Where How much Who/what You Think Sell Convince Plan Tell Show Try Satisfy
- 41. How will I get from my Point A to your Point B? You Think Sell Convince Plan Tell Show Try Satisfy
- 42. What will I see? You know my points of interest, right? You Think Sell Convince Plan Tell Show Try Satisfy
- 43. Who’s along for the ride? You Think Sell Convince Plan Tell Show Try Satisfy
- 44. Are we there yet? I need to get to your Point B soon. You Think Sell Convince Plan Tell Show Try Satisfy
- 45. Are we going down the street or around the world? You Think Sell Convince Plan Tell Show Try Satisfy
- 46. Why should I make the trip? You Think Sell Convince Plan Tell Show Try Satisfy
- 47. I only have so much money and so much time You Think Sell Convince Plan Tell Show Try Satisfy
- 48. Scenarios are powerful planning tools You Think Sell Convince Plan Tell Show Try Satisfy
- 49. Plan alternate routes for roadblocks, shortcuts ... You Think Sell Convince Plan Tell Show Try Satisfy
- 50. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
- 51. I want to know YOUR story You Think Sell Convince Plan Tell Show Try Satisfy
- 52. Who are you? You Think Sell Convince Plan Tell Show Try Satisfy
- 53. Your story should be unlike any other You Think Sell Convince Plan Tell Show Try Satisfy
- 54. What’s YOUR story? How/why When Where How much Who/what You Think Sell Convince Plan Tell Show Try Satisfy
- 55. What’s OUR story? How/why When Where How much Who/what You Think Sell Convince Plan Tell Show Try Satisfy
- 56. Our story Fit it to the location and situation You Think Sell Convince Plan Tell Show Try Satisfy
- 57. Elevator pitch? Short stories? Chat? Seminar? Meeting? You Think Sell Convince Plan Tell Show Try Satisfy
- 58. I help people sell You Think Sell Convince Plan Tell Show Try Satisfy
- 59. We help people sell Stories Demonstrations Experiences You Think Sell Convince Plan Tell Show Try Satisfy
- 60. A good story Has Length, width, depth Evolves with time Invokes emotion You Think Sell Convince Plan Tell Show Try Satisfy
- 61. 7 layers of how to tell a story You Think Sell Convince Plan Tell Show Try Satisfy
- 62. Application Purpose, conversation Session Media, audio, video Transport Delivery: best effort or guaranteed Network Payload, message Link 1:many, 1:few, 1:1 Physical Location, medium connects locations, topology You Think Sell Convince Plan Tell Show Try Satisfy
- 63. What’s an idea? What works now? Tell the truth You Think Sell Convince Plan Tell Show Try Satisfy
- 64. Your goal is to start a conversation You Think Sell Convince Plan Tell Show Try Satisfy
- 65. Conversations are threaded with interactive stories You Think Sell Convince Plan Tell Show Try Satisfy
- 66. When they get it, stop. Don’t kill them You Think Sell Convince Plan Tell Show Try Satisfy
- 67. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
- 68. Why should I believe you? You Think Sell Convince Plan Tell Show Try Satisfy
- 69. Careful, maybe I’m (really) smarter than you You Think Sell Convince Plan Tell Show Try Satisfy
- 70. #1 “Now I get it” How it works Under the hood To what degree You Think Sell Convince Plan Tell Show Try Satisfy
- 71. #2 “I believe” I have faith You Think Sell Convince Plan Tell Show Try Satisfy
- 72. #3 “I trust” You have told me repeated truths You Think Sell Convince Plan Tell Show Try Satisfy
- 73. Persuade me with a quantitative, logical, rational argument You Think Sell Convince Plan Tell Show Try Satisfy
- 74. Demonstrate Seeing is believing No smoke & mirrors Works vs. Idea You Think Sell Convince Plan Tell Show Try Satisfy
- 75. Success story 1st hand is best 2nd hand is good Make it viral? You Think Sell Convince Plan Tell Show Try Satisfy
- 76. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
- 77. If seeing is believing trying is buying You Think Sell Convince Plan Tell Show Try Satisfy
- 78. Sensory, emotional An event you can smell, touch, taste, hear, see, feel You Think Sell Convince Plan Tell Show Try Satisfy
- 79. An engaging experience (dance, don’t watch) You Think Sell Convince Plan Tell Show Try Satisfy
- 80. Make it Real™ You Think Sell Convince Plan Tell Show Try Satisfy
- 81. Make it a WOW! You Think Sell Convince Plan Tell Show Try Satisfy
- 82. Good A crowd experience (random gathering) You Think Sell Convince Plan Tell Show Try Satisfy
- 83. Better A community of interest experience You Think Sell Convince Plan Tell Show Try Satisfy
- 84. Best A personal experience You Think Sell Convince Plan Tell Show Try Satisfy
- 85. VoIP for the Navy You Think Sell Convince Plan Tell Show Try Satisfy
- 86. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
- 87. Questions are good Good conversations have questions, even tough ones You Think Sell Convince Plan Tell Show Try Satisfy
- 88. Concerns are great I’m sharing,not hiding them You Think Sell Convince Plan Tell Show Try Satisfy
- 89. I need more. Where/how can I learn more? You Think Sell Convince Plan Tell Show Try Satisfy
- 90. Ask me Listen to me Respond directly You Think Sell Convince Plan Tell Show Try Satisfy
- 91. How do you I measure success? You Think Sell Convince Plan Tell Show Try Satisfy
- 92. Only 2 questions Did I buy? Would I buy again? You Think Sell Convince Plan Tell Show Try Satisfy
- 93. What if I’m not satisfied? You Think Sell Convince Plan Tell Show Try Satisfy
- 94. Some people are never satisfied You Think Sell Convince Plan Tell Show Try Satisfy
- 95. A SMART buyer Satisfied Motivated Advocate who is Remorseless Trusting You Think Sell Convince Plan Tell Show Try Satisfy
- 96. A SMART buyer is your best seller You Think Sell Convince Plan Tell Show Try Satisfy
- 97. WiFi vs. noise You Think Sell Convince Plan Tell Show Try Satisfy
- 98. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
- 99. That’s it We’re done. Go home. You Think Sell Convince Plan Tell Show Try Satisfy
- 100. Short Stories that Sell™ Intro CM! Stories Conversations Wrap
- 101. What’s a Google? Stories Think Find Frame Build Fit Tell
- 102. What’s a Googol? 10 100 Stories Think Find Frame Build Fit Tell
- 103. Why do you do what you do? Tell me a story Stories Think Find Frame Build Fit Tell
- 104. Stories Think Find Frame Build Fit Tell
- 105. I like to look at things differently Stories Think Find Frame Build Fit Tell
- 106. Andy Goodman Because good causes need to tell good stories Stories Think Find Frame Build Fit Tell
- 107. Facts are forgotten, stories are remembered Stories Think Find Frame Build Fit Tell
- 108. The sacred bundle of the Pawnee & Lakota Indians Stories Think Find Frame Build Fit Tell
- 109. NPR Driveway Moment Stories Think Find Frame Build Fit Tell
- 110. Andy Goodman’s 10 Laws of Storytelling Stories Think Find Frame Build Fit Tell
- 111. Our brains are wired for stories (and pictures) Stories Think Find Frame Build Fit Tell
- 112. Visual audio NPR location sounds paint a picture, they put you there Stories Think Find Frame Build Fit Tell
- 113. Aristotle “A soul never thinks without a picture” Stories Think Find Frame Build Fit Tell
- 114. A 10’ rope for a 40’ hole Stories Think Find Frame Build Fit Tell
- 115. Stories Think Find Frame Build Fit Tell
- 116. Roam Mind’s eye Our eyes Hand/Eye Stories Think Find Frame Build Fit Tell
- 117. Roam – Foster Mind’s eye – Tell Our eyes – Show Hand/Eye – Try Stories Think Find Frame Build Fit Tell
- 118. Visual thinking Look (precognitive) In { See (cognitive) Imagine Out { Show Stories Think Find Frame Build Fit Tell
- 119. Experiential storytelling – Christian communion Stories Think Find Frame Build Fit Tell
- 120. Low/High Brain How/why (influence, cause) When (position in time) Where (space) How much (quantities) Who/what (objects) Stories Think Find Frame Build Fit Tell
- 121. Stories Think Find Frame Build Fit Tell
- 122. Stories Think Find Frame Build Fit Tell
- 123. Murial Rukeyser “The universe is made of stories, not atoms.” Stories Think Find Frame Build Fit Tell
- 124. Fact or fiction? Stories Think Find Frame Build Fit Tell
- 125. Real, simple, moving stories Stories Think Find Frame Build Fit Tell
- 126. Nothing sells better than a success story Stories Think Find Frame Build Fit Tell
- 127. What’s your best success story? Stories Think Find Frame Build Fit Tell
- 128. Stories Think Find Frame Build Fit Tell
- 129. Look for short stories that sell Stories Think Find Frame Build Fit Tell
- 130. LHH Situation Obstacle Action Results Stories Think Find Frame Build Fit Tell
- 131. NPR Educate Entertain Inspire Stories Think Find Frame Build Fit Tell
- 132. Story scenarios DCAP at CPL Anticipate the unexpected Business as usual Stories Think Find Frame Build Fit Tell
- 133. Arabian Nights One story or an episodic adventure? Stories Think Find Frame Build Fit Tell
- 134. Tim Keelan “Share something vulnerable and the audience is more likely to trust you.” Stories Think Find Frame Build Fit Tell
- 135. Remember culture Stories Think Find Frame Build Fit Tell
- 136. Who’s the protagonist? The antagonist? Stories Think Find Frame Build Fit Tell
- 137. Flawed characters are more interesting Stories Think Find Frame Build Fit Tell
- 138. Everything must move the story forward Stories Think Find Frame Build Fit Tell
- 139. Imbalance; what has changed? Stories Think Find Frame Build Fit Tell
- 140. Setting; when and where? Stories Think Find Frame Build Fit Tell
- 141. What’s the (emotional) hook? Stories Think Find Frame Build Fit Tell
- 142. Conflict keeps it interesting Stories Think Find Frame Build Fit Tell
- 143. Stories Think Find Frame Build Fit Tell
- 144. One memorable fact Everyone sells. 6.7 billion people sell every day Stories Think Find Frame Build Fit Tell
- 145. Andy Goodman “In a 2 hour speech, people will remember a 2 minute story.” Stories Think Find Frame Build Fit Tell
- 146. Small enough to digest, simple enough to be retold Stories Think Find Frame Build Fit Tell
- 147. Who & how many? 1:1,000,000 1:10 1:1 Stories Think Find Frame Build Fit Tell
- 148. Where? At a concert Via WebEx In a theater Candle-lit dinner Stories Think Find Frame Build Fit Tell
- 149. When? Now (spontaneous) Then (scheduled) When-ever (time-shifted) Stories Think Find Frame Build Fit Tell
- 150. Which media? Speech (passionate) Audio (engaging) Video (amazing) Performance (captivating) Stories Think Find Frame Build Fit Tell
- 151. Short Stories that Sell 5 words 5 sentences 5 minutes, 5 points Stories Think Find Frame Build Fit Tell
- 152. 10 minutes Stories Think Find Frame Build Fit Tell
- 153. Prop(ertie)s 3D printing Sacred bundle Stories Think Find Frame Build Fit Tell
- 154. Visual audio Sights Sounds Smells, ... Stories Think Find Frame Build Fit Tell
- 155. Eye contact Stories Think Find Frame Build Fit Tell
- 156. Noise reduces focus Poor audio Poor video Bad pictures Unwanted sounds Unwanted images Stories Think Find Frame Build Fit Tell
- 157. Speak with emotion Stories Think Find Frame Build Fit Tell
- 158. Voice combinations Normal Hesitate Soft Slow Loud Normal Jolt Fast Stories Think Find Frame Build Fit Tell
- 159. What are the character’s thoughts & emotions? Stories Think Find Frame Build Fit Tell
- 160. Who is your favorite storyteller? Why? Stories Think Find Frame Build Fit Tell
- 161. Stories Think Find Frame Build Fit Tell
- 162. That’s it We’re done. Go home. Stories Think Find Frame Build Fit Tell
- 163. Convincing Conversations™ Intro CM! Stories Conversations Wrap
- 164. Presenting in 2010 is NOT like it was in 1987 Design Tools Prepare Delivery Next
- 165. 1 thought per slide Design Tools Prepare Delivery Next
- 166. Yes, I’m left wanting more. But that’s good. Design Tools Prepare Delivery Next
- 167. M.E.G.O. and the Cisco SEVTs Design Tools Prepare Delivery Next
- 168. KISS me, don’t kill me Design Tools Prepare Delivery Next
- 169. Guy Kawasaki 10 slides 20 minutes 30 + point font 24 bold point font Design Tools Prepare Delivery Next
- 170. Audio clips Design Tools Prepare Delivery Next
- 171. Video Clips Design Tools Prepare Delivery Next
- 172. Load time for graphics? Internet access? Design Tools Prepare Delivery Next
- 173. Compare the strange vs. the familiar Design Tools Prepare Delivery Next
- 174. Constrast Design Tools Prepare Delivery Next
- 175. Keynote PowerPoint or ? Design Tools Prepare Delivery Next
- 176. Slideshare.net Design Tools Prepare Delivery Next
- 177. Made to Stick Simplicity Unexpectedness Concreteness Credibility Emotions Stories Design Tools Prepare Delivery Next
- 178. Nancy Duarte Design Tools Prepare Delivery Next
- 179. Carman Taran Design Tools Prepare Delivery Next
- 180. Design Tools Prepare Delivery Next
- 181. Jerry Weissman Design Tools Prepare Delivery Next
- 182. Dale Carnegie Design Tools Prepare Delivery Next
- 183. Design Tools Prepare Delivery Next
- 184. Design Tools Prepare Delivery Next
- 185. Be honest Go from the heart Design Tools Prepare Delivery Next
- 186. Know your stuff material Design Tools Prepare Delivery Next
- 187. Be confident. No audience wants less. But ... Design Tools Prepare Delivery Next
- 188. ... don’t try to be the expert if you’re not. Design Tools Prepare Delivery Next
- 189. Leave more than 1 minute before the curtain goes up Design Tools Prepare Delivery Next
- 190. Murphy’s corollary Check the room, equipment, expectations, etc. Design Tools Prepare Delivery Next
- 191. Rehearse Design Tools Prepare Delivery Next
- 192. Plan. Ask yourself Who, what, ... Keep asking Design Tools Prepare Delivery Next
- 193. Three point sermon Tell them (what’s coming) Tell them (what they want) Tell them (what you said) Design Tools Prepare Delivery Next
- 194. Will they sit back,lean forward, or participate? Design Tools Prepare Delivery Next
- 195. Kinesthetic learning Take a note Design Tools Prepare Delivery Next
- 196. Q & A only goes so far Design Tools Prepare Delivery Next
- 197. Don’t just present, start a conversation Design Tools Prepare Delivery Next
- 198. Faceless presenting is REALLY tough Design Tools Prepare Delivery Next
- 199. If you don’t “love it”, then why should I? Design Tools Prepare Delivery Next
- 200. Twitter http://hubspot.com @danZarella #SciPres Design Tools Prepare Delivery Next
- 201. @theideamechanic #HelpPeopleSell Design Tools Prepare Delivery Next
- 202. Where can I learn more? Design Tools Prepare Delivery Next
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esign Tools Prepare Delivery Next
- 204. Wrap Intro CM! Stories Conversations Wrap
- 205. I like to look at things differently
- 206. Today, my goal was to help you look at selling differently
- 208. Take a blank card Rate the class 0 ➞ 5 (0=a waste, 5= very helpful)
- 209. Take another card Front: Comments Back: Suggestions
- 210. That’s it We’re done. Go home.
- 211. That’s it We’re done. Go home. Really. Go home.