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).

1. 1

2. What are your desired outcomes?

3. Influence and inspire?

4. Engage and energize?

5. Move to action?

6. How can we avoid this?

7. Get their commitment to
take positive action

8. Reality check

9. A better reality check

10. Time to party !

11. How does a typical „Buyer‟ feel?

12. They are doing this

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

18. Navigate the bends

19. Lead them into the unknown

20. Show them how to get there
20

21. the
Problem

22. Sounds really interesting!

23. Really stupid!

24. Tell them more...

25. … and when we do?

26. The result

27. Yes, No Sale

28. People buy not because of Product or Price.
They buy because they feel understood.

29. the
Solution

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

33. The dilemma ?

34. Focus on what delegates want

36. SalesChannel
. . . and what the Management Team wants Europe
©2009 SalesChannel Europe. All rights reserved 36

37. AND thinking

38. Delegates want recognition and fun
Management wants measurable results

39. Align with their desired outcomes

40. Present with passion

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

45. Proposal-centric presenting

46. Capture their interest

47. By telling stories

48. Become a Story Teller

49. SalesChannel
Europe
Stories make us see things differently
©2009 SalesChannel Europe. All rights reserved

50. Stories create alignment

51. Stories appeal to our emotions

52. Take them on an emotional
Roller Coaster ride

53. Capture their hearts
53

54. …then capture their minds
54

55. Give them lots of great ideas

56. … then help them select the best one

58. 2
How to create sticky stories

59. Creating Ideas that Stick – CREDIBLE
CREDIBLE

60. IN CREDIBLE

61. Success: ideas that stick

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

63. You collect them

64. Collecting Stories

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

85. Presentation Flight Path Checklist

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
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http://www.flickr.com/photos/zach_manchester/2114740477
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http://www.flickr.com/photos/winemegup/2714977793
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http://www.flickr.com/photos/meltingmama/2837601721
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