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Selling Your Ideas VMA
The document discusses strategies for influencing and persuading others, emphasizing the importance of building trust and understanding through effective communication. It outlines various techniques such as telling compelling stories, engaging in meaningful questioning, and creating memorable ideas to foster listener engagement. Additionally, it suggests that openness to change and collaboration can lead to successful persuasion and commitment from stakeholders.
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Selling Your Ideas VMA
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- 2. Endangered species www.flickr.com/photos/davelau/3135410252
- 3. Endangered species www.flickr.com/photos/38485387@N02/3582475670
- 4. Endangered species www.flickr.com/photos/billnwmsu/3290857841
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- 6. How do youdirect other’s thinking? www.flickr.com/photos/pursuethepassion/3822008906
- 7. How do youget them to follow your recommendations? www.flickr.com/photos/1suisse/3504595493
- 8. How do youget them to say “smart idea”? www.flickr.com/photos/pursuethepassion/3822092094
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- 10. Change your thinking www.flickr.com/photos/oriol_gascon/2172565951
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- 12. Selling Your Ideas to Stakeholders You Your Company Products & Services 12
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- 14. The experience www.flickr.com/photos/kcadams/2864838202
- 15. Question: What isPersuasion? Persuade = Influence to take to action Convince • Accept • Buy in • Agree • Commitment • Change mind • Commitment to • Move position take action Thinking Behaviour 15
- 16. Game changing ideas
- 17. Find 3 TakeAways
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- 21. Building Trust doyou bring about change? Question: How 21
- 22. Question: How dobuild trust? Answer: The “R-Factor”
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- 25. Question: How doyou become relevant? 25
- 26. Go where theylive www.flickr.com/photos/abardwell/2722623053
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- 29. Why Ask Questions? Diagnostic questions 1. Facts 2. Opinions 3. Feelings www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg
- 30. Building Trust “Seek first to understand, then to be understood” - Stephen R Covey 30
- 31. Get them totallyinvolved
- 32. 3 - LevelQuestioning Question Area 1 Question Area 2 Question Area 3 1. 1. 1. 2. 2. 2. 3. 3. 3. 32
- 33. See their thinking www.flickr.com/photos/kt/864090847
- 34. CREATE Insights CR/EA/TE*: CR –Current Reality EA – Explore Alternative realities TE – Tap into their Energy *based on ideas from David Rock *based on ideas from the book Quiet Leadership by David Rock
- 35. It all happenshere
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- 38. Become a great attelling stories www.flickr.com/photos/soldiersmediacenter/3351707140
- 39. Relevant and realstories
- 40. Stories build positive momentum www.flickr.com/photos/imagine24/1819197101
- 41. Lead us intothe unknown 41 www.flickr.com/photos/mtsofan/3618271222
- 42. Show us how to get there www.flickr.com/photos/19779889@N00/4098873568
- 43. Create a commonvision www.flickr.com/photos/wehardy/119632223
- 44. Sense of control www.flickr.com/photos/good_day/38181398
- 45. The journey isnever straight forward
- 46. Bring the experienceto life www.flickr.com/photos/raeallen/117929515
- 47. Members privileges www.flickr.com/photos/cmdr_khan/4317688709
- 48. Transport them there www.flickr.com/photos/peregrinari/3144001440
- 49. Put them onthe field www.flickr.com/photos/raeallen/304776438
- 50. Put them inthe picture www.flickr.com/photos/raeallen/3048503893
- 51. How do youcreate visual stories? 51
- 52. Sticky stories www.flickr.com/photos/zmtomako/3774116255
- 53. Sticky ideas www.flickr.com/photos/zmtomako/3774117537
- 54. Creating Ideas thatStick 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, by Dan and Chip Heath
- 55. Stories that areremarkable and memorable
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- 58. Creating Ideas thatStick Get People to Act : • Remember how SUCCESS helps people to: – Pay attention Unexpected – Understand and remember it Concrete – Believe and agree Credible – Care Emotional – Be able to act on it Stories 58 *Based on ideas from the book: Made to Stick, by Dan and Chip Heath
- 59. Sense of urgency www.flickr.com/photos/r_catalano/293471682
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- 62. Game changing ideas
- 63. An unforgettable experience www.flickr.com/photos/bradii/3326864666
- 64. Yes you can www.flickr.com/photos/amanky/2268620848
- 65. 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