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What are your desired outcomes?
Influence and inspire?
Engage and energize?
Move to action?
How can we avoid this?
Get their commitment to
  take positive action
Reality check
A better reality check
Time to party !
How does a typical „Buyer‟ feel?
They are doing this
They are stuck in the
 sand of indecision
Guide them through an
 established process
Ask questions about
  their constraints




 15
Show them what is possible
Help them anticipate
                                              SalesChannel
                                                    Europe




©2009 SalesChannel Europe. All rights reserved         17
Navigate the bends
Lead them into the unknown
Show them how to get there
                             20
the
Problem
Sounds really interesting!
Really stupid!
Tell them more...
… and when we do?
The result
Yes, No Sale
People buy not because of Product or Price.
 They buy because they feel understood.
the
Solution
Get them “destination dreaming”                                   SalesChannel
                                                                        Europe




                 ©2009 SalesChannel Europe. All rights reserved
“I want to be there”
This could be your people
The dilemma ?
Focus on what delegates want
SalesChannel
. . . and what the Management Team wants                                Europe




                 ©2009 SalesChannel Europe. All rights reserved           36
AND thinking
Delegates want recognition and fun




Management wants measurable results
Align with their desired outcomes
Present with passion
1 2 3
      things to
    remember
1. The power of story telling
2. How to create “sticky stories”
3. Present to win
1

    The power of story telling
Proposal-centric presenting
Capture their interest
By telling stories
Become a Story Teller
SalesChannel
                                                                         Europe




Stories make us see things differently

                  ©2009 SalesChannel Europe. All rights reserved
Stories create alignment
Stories appeal to our emotions
Take them on an emotional
   Roller Coaster ride
Capture their hearts




53
…then capture their minds




                            54
Give them lots of great ideas
… then help them select the best one
2

    How to create sticky stories
Creating Ideas that Stick – CREDIBLE




CREDIBLE
IN CREDIBLE
Success: ideas that stick
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” Why some ideas survive
                                       and others die. By Chip Heath & Dan Heath, Random House, 2007
You collect them
Collecting Stories
Green or black stories?
Black stories SalesChannel
                                                  createEurope

                                       a sense of…..




©2009 SalesChannel Europe. All rights reserved
….urgency
                                                     SalesChannel
                                                           Europe




©2009 SalesChannel Europe. All rights reserved               67
SalesChannel
                                                       Europe




                    Motivate us to take action


©2009 SalesChannel Europe. All rights reserved
Creating Ideas that Stick

  Get People to Act :

     • Remember how SUCCES helps people to:
        –   Understandable                        Simple
        –   Pay attention                         Unexpected
        –   Understand and remember it            Concrete
        –   Believe and agree                     Credible
        –   Care                                  Emotional
        –   Be able to act on it                  Stories

                          *based on ideas from the book “Made to Stick” Why some ideas survive
                               and others die. By Chip Heath & Dan Heath, Random House, 2007
                                                                                          69
3

    Present to win
“Eighty percent of success is
               showing up.”
                      Woody Allen
SalesChannel
                                                       Europe
                              Change their position




©2009 SalesChannel Europe. All rights reserved
ABC (Me) Inc. Corporate Overview
                                                                        SalesChannel
                                                                              Europe




 •   Established in 1945
 •   13,051 employees world wide
 •   Offices in 42 countries
 •   Revenues $15.6B
 •   First vendor to launch RISC technology in 1978
 •   Ranked #1 by IDG Market Study 2006
 •   Won the AGP Gold Quality Award in 2007
 •   We are the best. Smart people know this. You should to!



                       ©2009 SalesChannel Europe. All rights reserved           1
Audience Buy-in
                  “Measurable Results”
                   Focused Attention


                                            Audience Buy-in




                                         Audience Attention
Audience Engagement



         Us             Them


                  NOW

         Our             Their
         Past           Future



                                 75
The Buyer’s Decision Process


 1. Person
 2. Company
 3. Product
 4. Price (Value)
 5. Why Now?




                    SalesChannel Europe ©2009 All rights reserved   76
Create a fresh perspective

                             77
Get them excited by their own better future
Get them to „lift their gaze‟
Help them make
   a decision
Give them an engagement
   procedure to follow
A big reality check
Time to party again !
1. The power of story telling
2. How to create “sticky stories”
3. Present to win
Presentation Flight Path Checklist
Present with Passion – Take Aways
1. Practice a passion for understanding
   •   People buy not because of Product or Price. They buy because they feel understood
   •   Align with their desired outcomes
   •   Start strong. “You don’t get a 2nd change to make a 1st impression.”
   •   Involve them immediately by asking questions: open -> closed
2. The power of storytelling:
   •   We make emotional decisions that they justify with logic and rational reasoning
   •   Move their hearts and their minds will follow
   •   Use stories, anecdotes and humor to influence, persuade and move to action
3. How to create “sticky stories”
   •   Collect them, build a library of “sticky stories”
   •   Green stories and especially Black stories
   •   SUCCES: Simple, Unexpected, Concrete, Credible, Emotional and Stories
4. Present to win:
   •   You can’t do this without being there
   •   Demonstrate that you are passionate about their better future
   •   Finish strong: summarize key ideas and actions, then agree next steps
Present with Passion – Sales Strategy


1. You sell your creativity and capability to deliver “the
   dream event”

2. They buy your expertise and professional track record to
   ensure they get the “the dream event”

3. You deliver “the dream event” that is truly memorable,
   totally remarkable and exceeds everyone’s expectations
Enjoy yourself and have fun
  If you do, they will too!
David R Ednie
                        President & CEO
               SalesChannel Europe SARL
                    Ph: +33 676 600 925
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com
 Blog: http://saleschannel.blogspot.com
                                     89
Photos: flickr creative commons license:

http://www.flickr.com/photos/worldeconomicforum/391137838     http://www.flickr.com/photos/jyesmith
http://www.flickr.com/photos/amanky/2268620848                http://www.flickr.com/photos/an_untrained_eye/2998277224
http://www.flickr.com/photos/jacobian/2343644915              http://www.flickr.com/photos/abekleinfeld/3246172487
http://www.flickr.com/photos/monkeyc/121594837                http://www.flickr.com/photos/dklimke/2797105297
http://www.flickr.com/photos/isadocafe/2058393364             http://www.flickr.com/photos/alui0000/3853912121
http://www.flickr.com/photos/jeffwerner/93393052              http://www.flickr.com/photos/19779889@N00/2744685637
http://www.flickr.com/photos/eliogarcia/3150106317            http://www.flickr.com/photos/stephenliveshere/324780545
http://www.flickr.com/photos/duncan/1438508437                http://www.flickr.com/photos/sillykitty/329914515
http://www.flickr.com/photos/articnomad/183719678             http://www.flickr.com/photos/good_day/38181398
http://www.flickr.com/photos/morberg/3842815564               http://www.flickr.com/photos/r_catalano/293471682
http://www.flickr.com/photos/matthewtownsend/3035637964       http://www.flickr.com/photos/duncan/3596382202
http://www.flickr.com/photos/mtsofan/3618271222               http://www.flickr.com/photos/splorp/160325130
http://www.flickr.com/photos/dgans/3547955278                 http://www.flickr.com/photos/sundazed/2976653570
http://www.flickr.com/photos/morberg/3556674976               http://www.flickr.com/photos/splorp/16546807
http://www.flickr.com/photos/mtsofan/3409668303               http://www.flickr.com/photos/nateone/3768979925
http://www.flickr.com/photos/ledbetter/189746528
http://www.flickr.com/photos/jeffwerner/2885145577
http://www.flickr.com/photos/tgerus/2783436159
http://www.flickr.com/photos/mrsenil/3240699317
http://www.flickr.com/photos/enil/3434251222
http://www.flickr.com/photos/xrrr/2478140383
http://www.flickr.com/photos/vinzip/3453418303
http://www.flickr.com/photos/zach_manchester/2114740477
http://www.flickr.com/photos/worldeconomicforum/3911723902
http://www.flickr.com/photos/winemegup/2714977793
http://www.flickr.com/photos/pittcaleb/2674752416
http://www.flickr.com/photos/meltingmama/2837601721
http://www.flickr.com/photos/twiga_269/3560041515
http://www.flickr.com/photos/soldiersmediacenter/3351707140

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Present with Passion

  • 1. 1
  • 2. What are your desired outcomes?
  • 6. How can we avoid this?
  • 7. Get their commitment to take positive action
  • 11. How does a typical „Buyer‟ feel?
  • 13. They are stuck in the sand of indecision
  • 14. Guide them through an established process
  • 15. Ask questions about their constraints 15
  • 16. Show them what is possible
  • 17. Help them anticipate SalesChannel Europe ©2009 SalesChannel Europe. All rights reserved 17
  • 19. Lead them into the unknown
  • 20. Show them how to get there 20
  • 25. … and when we do?
  • 28. People buy not because of Product or Price. They buy because they feel understood.
  • 30. Get them “destination dreaming” SalesChannel Europe ©2009 SalesChannel Europe. All rights reserved
  • 31. “I want to be there”
  • 32. This could be your people
  • 34. Focus on what delegates want
  • 35.
  • 36. SalesChannel . . . and what the Management Team wants Europe ©2009 SalesChannel Europe. All rights reserved 36
  • 38. Delegates want recognition and fun Management wants measurable results
  • 39. Align with their desired outcomes
  • 41.
  • 42. 1 2 3 things to remember
  • 43. 1. The power of story telling 2. How to create “sticky stories” 3. Present to win
  • 44. 1 The power of story telling
  • 48. Become a Story Teller
  • 49. SalesChannel Europe Stories make us see things differently ©2009 SalesChannel Europe. All rights reserved
  • 51. Stories appeal to our emotions
  • 52. Take them on an emotional Roller Coaster ride
  • 55. Give them lots of great ideas
  • 56. … then help them select the best one
  • 57.
  • 58. 2 How to create sticky stories
  • 59. Creating Ideas that Stick – CREDIBLE CREDIBLE
  • 62. 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” Why some ideas survive and others die. By Chip Heath & Dan Heath, Random House, 2007
  • 65. Green or black stories?
  • 66. Black stories SalesChannel createEurope a sense of….. ©2009 SalesChannel Europe. All rights reserved
  • 67. ….urgency SalesChannel Europe ©2009 SalesChannel Europe. All rights reserved 67
  • 68. SalesChannel Europe Motivate us to take action ©2009 SalesChannel Europe. All rights reserved
  • 69. Creating Ideas that Stick Get People to Act : • Remember how SUCCES helps people to: – Understandable Simple – Pay attention Unexpected – Understand and remember it Concrete – Believe and agree Credible – Care Emotional – Be able to act on it Stories *based on ideas from the book “Made to Stick” Why some ideas survive and others die. By Chip Heath & Dan Heath, Random House, 2007 69
  • 70. 3 Present to win
  • 71. “Eighty percent of success is showing up.” Woody Allen
  • 72. SalesChannel Europe Change their position ©2009 SalesChannel Europe. All rights reserved
  • 73. ABC (Me) Inc. Corporate Overview SalesChannel Europe • Established in 1945 • 13,051 employees world wide • Offices in 42 countries • Revenues $15.6B • First vendor to launch RISC technology in 1978 • Ranked #1 by IDG Market Study 2006 • Won the AGP Gold Quality Award in 2007 • We are the best. Smart people know this. You should to! ©2009 SalesChannel Europe. All rights reserved 1
  • 74. Audience Buy-in “Measurable Results” Focused Attention Audience Buy-in Audience Attention
  • 75. Audience Engagement Us Them NOW Our Their Past Future 75
  • 76. The Buyer’s Decision Process 1. Person 2. Company 3. Product 4. Price (Value) 5. Why Now? SalesChannel Europe ©2009 All rights reserved 76
  • 77. Create a fresh perspective 77
  • 78. Get them excited by their own better future
  • 79. Get them to „lift their gaze‟
  • 80. Help them make a decision
  • 81. Give them an engagement procedure to follow
  • 82. A big reality check
  • 83. Time to party again !
  • 84. 1. The power of story telling 2. How to create “sticky stories” 3. Present to win
  • 86. Present with Passion – Take Aways 1. Practice a passion for understanding • People buy not because of Product or Price. They buy because they feel understood • Align with their desired outcomes • Start strong. “You don’t get a 2nd change to make a 1st impression.” • Involve them immediately by asking questions: open -> closed 2. The power of storytelling: • We make emotional decisions that they justify with logic and rational reasoning • Move their hearts and their minds will follow • Use stories, anecdotes and humor to influence, persuade and move to action 3. How to create “sticky stories” • Collect them, build a library of “sticky stories” • Green stories and especially Black stories • SUCCES: Simple, Unexpected, Concrete, Credible, Emotional and Stories 4. Present to win: • You can’t do this without being there • Demonstrate that you are passionate about their better future • Finish strong: summarize key ideas and actions, then agree next steps
  • 87. Present with Passion – Sales Strategy 1. You sell your creativity and capability to deliver “the dream event” 2. They buy your expertise and professional track record to ensure they get the “the dream event” 3. You deliver “the dream event” that is truly memorable, totally remarkable and exceeds everyone’s expectations
  • 88. Enjoy yourself and have fun If you do, they will too!
  • 89. David R Ednie President & CEO SalesChannel Europe SARL Ph: +33 676 600 925 Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com Blog: http://saleschannel.blogspot.com 89
  • 90. Photos: flickr creative commons license: http://www.flickr.com/photos/worldeconomicforum/391137838 http://www.flickr.com/photos/jyesmith http://www.flickr.com/photos/amanky/2268620848 http://www.flickr.com/photos/an_untrained_eye/2998277224 http://www.flickr.com/photos/jacobian/2343644915 http://www.flickr.com/photos/abekleinfeld/3246172487 http://www.flickr.com/photos/monkeyc/121594837 http://www.flickr.com/photos/dklimke/2797105297 http://www.flickr.com/photos/isadocafe/2058393364 http://www.flickr.com/photos/alui0000/3853912121 http://www.flickr.com/photos/jeffwerner/93393052 http://www.flickr.com/photos/19779889@N00/2744685637 http://www.flickr.com/photos/eliogarcia/3150106317 http://www.flickr.com/photos/stephenliveshere/324780545 http://www.flickr.com/photos/duncan/1438508437 http://www.flickr.com/photos/sillykitty/329914515 http://www.flickr.com/photos/articnomad/183719678 http://www.flickr.com/photos/good_day/38181398 http://www.flickr.com/photos/morberg/3842815564 http://www.flickr.com/photos/r_catalano/293471682 http://www.flickr.com/photos/matthewtownsend/3035637964 http://www.flickr.com/photos/duncan/3596382202 http://www.flickr.com/photos/mtsofan/3618271222 http://www.flickr.com/photos/splorp/160325130 http://www.flickr.com/photos/dgans/3547955278 http://www.flickr.com/photos/sundazed/2976653570 http://www.flickr.com/photos/morberg/3556674976 http://www.flickr.com/photos/splorp/16546807 http://www.flickr.com/photos/mtsofan/3409668303 http://www.flickr.com/photos/nateone/3768979925 http://www.flickr.com/photos/ledbetter/189746528 http://www.flickr.com/photos/jeffwerner/2885145577 http://www.flickr.com/photos/tgerus/2783436159 http://www.flickr.com/photos/mrsenil/3240699317 http://www.flickr.com/photos/enil/3434251222 http://www.flickr.com/photos/xrrr/2478140383 http://www.flickr.com/photos/vinzip/3453418303 http://www.flickr.com/photos/zach_manchester/2114740477 http://www.flickr.com/photos/worldeconomicforum/3911723902 http://www.flickr.com/photos/winemegup/2714977793 http://www.flickr.com/photos/pittcaleb/2674752416 http://www.flickr.com/photos/meltingmama/2837601721 http://www.flickr.com/photos/twiga_269/3560041515 http://www.flickr.com/photos/soldiersmediacenter/3351707140