Harnessing the Art of Persuasion in Venues Today

1,321 views

Published on

Create change in the thinking and behaviors of your key stake holders

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

  • Be the first to like this

No Downloads
Views
Total views
1,321
On SlideShare
0
From Embeds
0
Number of Embeds
13
Actions
Shares
0
Downloads
76
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Harnessing the Art of Persuasion in Venues Today

  1. 1. www.flickr.com/photos/anirudhkoul/2046282436 www.flickr.com/photos/anirudhkoul/2046282436
  2. 2. How do you direct other’s thinking? www.flickr.com/photos/pursuethepassion/3822008906
  3. 3. How do you get them to follow your recommendations? www.flickr.com/photos/1suisse/3504595493
  4. 4. Get them to say “Smart idea!” www.flickr.com/photos/pursuethepassion/3822092094
  5. 5. 1 2 Game changing ideas
  6. 6. 3 Ideas for Today 1 The Psychology of Change 2 Asking Questions in Colour Selling to different behavioural styles
  7. 7. 1 The Psychology of Change* Positive Positive Positive Present Future Sustain Attain Negative Negative Present Future Change Avoid Negative Present *Source: The Prime Solution by Jeff Thull, Dearborn © 2005 www.primeresource.com Future
  8. 8. 9
  9. 9. Messaging 10
  10. 10. The toothbrush is an instrument used to clean teeth, consisting of a small brush on a handle. Toothpaste, often containing fluoride, is commonly added to a toothbrush to aid in cleaning. Toothbrushes are offered with varying textures of bristles, and come in many different sizes and forms. Most dentists recommend using a toothbrush labeled "Soft", since firmer bristled toothbrushes can damage tooth enamel and irritate gums as indicated by the American Dental Association. Toothbrushes are often made from synthetic fibers, although natural toothbrushes are also known in many parts of the world.
  11. 11. 2 Asking Questions in Colour Current situation White Questions Facts, data & information white snow: pure, cold hard facts Desired situation Green Questions Future state Grass, trees, growth, can become Obstacles Black Questions Important, powerful Dark, night time, can’t see in the dark. Turn on the light to see what stands between current situation and desired situation. Red Questions Feelings Fire, explosive color, highly emotional “If Stan doesn’t do something he won’t be able to get there by himself. Stan needs to talk to you.”
  12. 12. The Buyer’s Journey
  13. 13. A typical Buyer feels like this. . .
  14. 14. They are doing this
  15. 15. They are stuck in the mud
  16. 16. Guide them through an established process
  17. 17. Abundance of choice www.flickr.com/photos/clam_jam/2218650854
  18. 18. Create a choice of 3 possibilities
  19. 19. The Buyer Decision Process
  20. 20. A choice of 3
  21. 21. Triplicate of Choice Y% X% C B A SalesChannel Europe ©2010 All rights reserved
  22. 22. Choice preference: WHY buy?
  23. 23. Procedure preference: HOW to buy
  24. 24. Get them excited by the possibilities
  25. 25. Help them make a decision
  26. 26. ….and the rewards are unlimited
  27. 27. 1 2 Game changing ideas
  28. 28. 4 Rollercoaster ride www.flickr.com/photos/dklimke/2797105297
  29. 29. Overcome resistance 32
  30. 30. Challenge their constraints www.flickr.com/photos/prawnpie/1737510069
  31. 31. Reconnect with their objectives www.flickr.com/photos/alikai/1376760481
  32. 32. The Brain 35
  33. 33. Left: Right: • Logical • Intuition • Analytical • Feelings • Fact based • Emotional • Detailed • Holistic
  34. 34. 39
  35. 35. Rider and Elephant www.flickr.com/photos/dankster/2432703355
  36. 36. Approach www.flickr.com/photos/dankster/2432697459
  37. 37. Rider domination www.flickr.com/photos/dankster/2432716137
  38. 38. Rider domination www.flickr.com/photos/dankster/2432698125
  39. 39. 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 www.flickr.com/photos/anirudhkoul/2046282436

×