Getting your ideas across and moving people to action are the foundation of persuasion a skill that you cannot have too much of. Presenting with Passion is about being relevant and understood (remarkable) and making a lasting positive impact on your audience (memorable).
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
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
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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
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
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