How to Influence a Group or Selection Committee Hospitality Hotspotters December 16, 2010
<ul><li>Proven formulas to influence groups </li></ul><ul><li>How to Influence Middle-Men </li></ul><ul><li>To Make Famous...
Influence Case Study How to Influence a Group © Chakisse Newton 2010. All Rights Reserved.
<ul><li>What are the objectives? </li></ul><ul><li>Who needs to be influenced? </li></ul><ul><li>What is the process? </li...
<ul><li>Request contact with decision makers </li></ul><ul><li>Uncover “real” business objectives </li></ul><ul><li>Learn ...
<ul><li>Understand the Process  </li></ul><ul><li>Play to the Decision Maker </li></ul><ul><li>Use Your Resources </li></u...
Influential Presentations © Chakisse Newton 2010. All Rights Reserved. What’s the usual presentation?
Influential Presentations © Chakisse Newton 2010. All Rights Reserved. <ul><li>Aren’t boring </li></ul><ul><li>Open with P...
© 2008 Cardinal Consulting, LLC
How to Open © Chakisse Newton 2010. All Rights Reserved. <ul><li>DO: </li></ul><ul><li>State your premise </li></ul><ul><l...
<ul><li>Context (situation) </li></ul><ul><li>Conflict (problem) </li></ul><ul><li>Characters (with back-story) </li></ul>...
Influential Presentations © Chakisse Newton 2010. All Rights Reserved. Presentation Role Play
Your Questions? © Chakisse Newton 2010. All Rights Reserved.
<ul><li>To receive free slides and articles on: </li></ul><ul><li>How to Influence a Group or Selection Committee  </li></...
Connect with Me © Chakisse Newton 2010. All Rights Reserved. Chakisse Newton 803.753.1311 [email_address] http://www.cardi...
How to Influence a Group or Selection Committee Hospitality Hotspotters December 16, 2010
Upcoming SlideShare
Loading in …5
×

Hospitality Hotspotters | How to Influence a Group or Selection Committee | Cardinal Consulting

567 views

Published on

Now is the time to prepare for sales success in 2011. Learn techniques to increase sales by going back to basics to evaluate your current sales strategies, tweak your sales techniques and create a winning plan for next year. Topics include sales presentation skills, how to nurture your network, business etiquette, and how to convert lost sales into profitable business relationships.

Presented by Columbia Metropolitan Convention & Visitors Bureau, The SC Tourism and Hospitality Educational Foundation (T.H.E. Foundation), and Chakisse Newton of Cardinal Consulting for the next Hospitality Hotspotters program on Thursday, December 16. Chakisse Newton is an award-winning speaker and has presented to and provided training for groups across the country on topics including business results improvement, improving effectiveness and individual motivation. In both 2005 and 2009 Toastmasters International recognized Chakisse as one of the 10 best speakers in the world. The Hospitality Hotspotters program is a hospitality training program with a focus on hospitality, tourism, retail, entertainment, economic development and community organizations.

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

  • Be the first to like this

No Downloads
Views
Total views
567
On SlideShare
0
From Embeds
0
Number of Embeds
26
Actions
Shares
0
Downloads
0
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • Ask: who does groups and who does transient? Rather talk about groups in general or giving a great presentation to a group (or anyone)
  • Ask: would they rather learn about the process or practice giving a great presentation?
  • Hospitality Hotspotters | How to Influence a Group or Selection Committee | Cardinal Consulting

    1. 1. How to Influence a Group or Selection Committee Hospitality Hotspotters December 16, 2010
    2. 2. <ul><li>Proven formulas to influence groups </li></ul><ul><li>How to Influence Middle-Men </li></ul><ul><li>To Make Famously Hot Presentations </li></ul><ul><li>How to Tell Stories that Sell </li></ul>You will learn © Chakisse Newton 2010. All Rights Reserved.
    3. 3. Influence Case Study How to Influence a Group © Chakisse Newton 2010. All Rights Reserved.
    4. 4. <ul><li>What are the objectives? </li></ul><ul><li>Who needs to be influenced? </li></ul><ul><li>What is the process? </li></ul><ul><li>What are “wants” vs. “musts”? </li></ul><ul><li>How can you offer options? </li></ul><ul><li>Where’s the “enlightened self-interest”? </li></ul>How to Influence Anyone © Chakisse Newton 2010. All Rights Reserved.
    5. 5. <ul><li>Request contact with decision makers </li></ul><ul><li>Uncover “real” business objectives </li></ul><ul><li>Learn decision process and dynamics </li></ul><ul><li>Address “enlightened self-interest” </li></ul>Influencing “Middle-Men” © Chakisse Newton 2010. All Rights Reserved.
    6. 6. <ul><li>Understand the Process  </li></ul><ul><li>Play to the Decision Maker </li></ul><ul><li>Use Your Resources </li></ul><ul><li>Engage Others in Advance </li></ul><ul><li>Use the Big Guns  </li></ul><ul><li>Persist </li></ul>Influence Selection Groups © Chakisse Newton 2010. All Rights Reserved.
    7. 7. Influential Presentations © Chakisse Newton 2010. All Rights Reserved. What’s the usual presentation?
    8. 8. Influential Presentations © Chakisse Newton 2010. All Rights Reserved. <ul><li>Aren’t boring </li></ul><ul><li>Open with Power </li></ul><ul><li>Address concerns upfront </li></ul><ul><li>Focus on the listener’s needs </li></ul><ul><li>Weave features with benefits </li></ul><ul><li>Have a high “I-You” ratio </li></ul><ul><li>Paint a picture of the future </li></ul><ul><li>Use stories </li></ul>
    9. 9. © 2008 Cardinal Consulting, LLC
    10. 10. How to Open © Chakisse Newton 2010. All Rights Reserved. <ul><li>DO: </li></ul><ul><li>State your premise </li></ul><ul><li>Grab the audience ’s attention </li></ul><ul><li>Address the “elephant in the room” </li></ul><ul><li>DON ’T: </li></ul><ul><li>Be predictable </li></ul><ul><li>Thank the audience for their time </li></ul><ul><li>Tell an unrelated joke </li></ul>
    11. 11. <ul><li>Context (situation) </li></ul><ul><li>Conflict (problem) </li></ul><ul><li>Characters (with back-story) </li></ul><ul><li>Conversation (dialogue) </li></ul><ul><li>Climax (conclusion and/or lesson) </li></ul>5 C ’s of Successful Stories © Chakisse Newton 2010. All Rights Reserved.
    12. 12. Influential Presentations © Chakisse Newton 2010. All Rights Reserved. Presentation Role Play
    13. 13. Your Questions? © Chakisse Newton 2010. All Rights Reserved.
    14. 14. <ul><li>To receive free slides and articles on: </li></ul><ul><li>How to Influence a Group or Selection Committee </li></ul><ul><li>How to Sell Your Ideas with Great Stories </li></ul>Sign Up Sheet © Chakisse Newton 2010. All Rights Reserved.
    15. 15. Connect with Me © Chakisse Newton 2010. All Rights Reserved. Chakisse Newton 803.753.1311 [email_address] http://www.cardinalconsulting.net www.newtonslawsofinfluence.com www.linkedin.com/in/chakisse www.twitter.com/chakisse
    16. 16. How to Influence a Group or Selection Committee Hospitality Hotspotters December 16, 2010

    ×