Cisco training

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9/22/2010 training

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Cisco training

  1. 1. Think different
  2. 2. Today, my goal is to help you look at selling differently
  3. 3. 3 ideas Convincing strategy Stories Conversations
  4. 4. Intro Intro CM! Stories Conversations Wrap
  5. 5. Convince Me!™ Intro CM! Stories Conversations Wrap
  6. 6. Convince Me! Why should I buy what you’re selling? You Think Sell Convince Plan Tell Show Try Satisfy
  7. 7. Everyone buys What was the last thing you “bought”? You Think Sell Convince Plan Tell Show Try Satisfy
  8. 8. Everyone sells What was the last thing you “sold”? You Think Sell Convince Plan Tell Show Try Satisfy
  9. 9. If you don’t know how to sell ... You Think Sell Convince Plan Tell Show Try Satisfy
  10. 10. ... or if you do know how to sell ... You Think Sell Convince Plan Tell Show Try Satisfy
  11. 11. ... this is an easy, simple way to sell. You Think Sell Convince Plan Tell Show Try Satisfy
  12. 12. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
  13. 13. That’s it We’re done. Go home. You Think Sell Convince Plan Tell Show Try Satisfy
  14. 14. Don’t think like a seller. Think like a buyer. You Think Sell Convince Plan Tell Show Try Satisfy
  15. 15. Why should I buy what you’re selling? You Think Sell Convince Plan Tell Show Try Satisfy
  16. 16. WII–FM What’s In It – For Me? You Think Sell Convince Plan Tell Show Try Satisfy
  17. 17. Money? Time? Leverage? Security? You Think Sell Convince Plan Tell Show Try Satisfy
  18. 18. For me? My business? My family? You Think Sell Convince Plan Tell Show Try Satisfy
  19. 19. I expect you to know My industry My business My pain You Think Sell Convince Plan Tell Show Try Satisfy
  20. 20. Everyone sells, even you You Think Sell Convince Plan Tell Show Try Satisfy
  21. 21. What do you sell? Product Service Point-of-view You Think Sell Convince Plan Tell Show Try Satisfy
  22. 22. How do you sell? You Think Sell Convince Plan Tell Show Try Satisfy
  23. 23. Selling is not a one time event You Think Sell Convince Plan Tell Show Try Satisfy
  24. 24. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
  25. 25. Your goal 0 T (time) You Think Sell Convince Plan Tell Show Try Satisfy
  26. 26. I want to convince myself You Think Sell Convince Plan Tell Show Try Satisfy
  27. 27. I will let you Educate me Influence me Persuade me You Think Sell Convince Plan Tell Show Try Satisfy
  28. 28. ... but DO NOT Cajole (badger) me Coerce (push) me You Think Sell Convince Plan Tell Show Try Satisfy
  29. 29. Buyer’s remorse I didn’t think it through (!) You Think Sell Convince Plan Tell Show Try Satisfy
  30. 30. Decisions imply risk and reward. They take time. You Think Sell Convince Plan Tell Show Try Satisfy
  31. 31. Charlie Giancarlo “If we educate them, they’re ours.” You Think Sell Convince Plan Tell Show Try Satisfy
  32. 32. Deciding to buy is logical. Buying is emotional. You Think Sell Convince Plan Tell Show Try Satisfy
  33. 33. I need you to be Empathetic Trustworthy Logical Emotional Truthful You Think Sell Convince Plan Tell Show Try Satisfy
  34. 34. Customer education is not Marketing You Think Sell Convince Plan Tell Show Try Satisfy
  35. 35. Customer education is not Public Relations You Think Sell Convince Plan Tell Show Try Satisfy
  36. 36. Customer education IS a simple, easy way to sell. You Think Sell Convince Plan Tell Show Try Satisfy
  37. 37. 160,000 IP phones in 10 minutes You Think Sell Convince Plan Tell Show Try Satisfy
  38. 38. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
  39. 39. Know me, know my story, know my backstory You Think Sell Convince Plan Tell Show Try Satisfy
  40. 40. Know my story How/why When Where How much Who/what You Think Sell Convince Plan Tell Show Try Satisfy
  41. 41. How will I get from my Point A to your Point B? You Think Sell Convince Plan Tell Show Try Satisfy
  42. 42. What will I see? You know my points of interest, right? You Think Sell Convince Plan Tell Show Try Satisfy
  43. 43. Who’s along for the ride? You Think Sell Convince Plan Tell Show Try Satisfy
  44. 44. Are we there yet? I need to get to your Point B soon. You Think Sell Convince Plan Tell Show Try Satisfy
  45. 45. Are we going down the street or around the world? You Think Sell Convince Plan Tell Show Try Satisfy
  46. 46. Why should I make the trip? You Think Sell Convince Plan Tell Show Try Satisfy
  47. 47. I only have so much money and so much time You Think Sell Convince Plan Tell Show Try Satisfy
  48. 48. Scenarios are powerful planning tools You Think Sell Convince Plan Tell Show Try Satisfy
  49. 49. Plan alternate routes for roadblocks, shortcuts ... You Think Sell Convince Plan Tell Show Try Satisfy
  50. 50. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
  51. 51. I want to know YOUR story You Think Sell Convince Plan Tell Show Try Satisfy
  52. 52. Who are you? You Think Sell Convince Plan Tell Show Try Satisfy
  53. 53. Your story should be unlike any other You Think Sell Convince Plan Tell Show Try Satisfy
  54. 54. What’s YOUR story? How/why When Where How much Who/what You Think Sell Convince Plan Tell Show Try Satisfy
  55. 55. What’s OUR story? How/why When Where How much Who/what You Think Sell Convince Plan Tell Show Try Satisfy
  56. 56. Our story Fit it to the location and situation You Think Sell Convince Plan Tell Show Try Satisfy
  57. 57. Elevator pitch? Short stories? Chat? Seminar? Meeting? You Think Sell Convince Plan Tell Show Try Satisfy
  58. 58. I help people sell You Think Sell Convince Plan Tell Show Try Satisfy
  59. 59. We help people sell Stories Demonstrations Experiences You Think Sell Convince Plan Tell Show Try Satisfy
  60. 60. A good story Has Length, width, depth Evolves with time Invokes emotion You Think Sell Convince Plan Tell Show Try Satisfy
  61. 61. 7 layers of how to tell a story You Think Sell Convince Plan Tell Show Try Satisfy
  62. 62. Application Purpose, conversation Session Media, audio, video Transport Delivery: best effort or guaranteed Network Payload, message Link 1:many, 1:few, 1:1 Physical Location, medium connects locations, topology You Think Sell Convince Plan Tell Show Try Satisfy
  63. 63. What’s an idea? What works now? Tell the truth You Think Sell Convince Plan Tell Show Try Satisfy
  64. 64. Your goal is to start a conversation You Think Sell Convince Plan Tell Show Try Satisfy
  65. 65. Conversations are threaded with interactive stories You Think Sell Convince Plan Tell Show Try Satisfy
  66. 66. When they get it, stop. Don’t kill them You Think Sell Convince Plan Tell Show Try Satisfy
  67. 67. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
  68. 68. Why should I believe you? You Think Sell Convince Plan Tell Show Try Satisfy
  69. 69. Careful, maybe I’m (really) smarter than you You Think Sell Convince Plan Tell Show Try Satisfy
  70. 70. #1 “Now I get it” How it works Under the hood To what degree You Think Sell Convince Plan Tell Show Try Satisfy
  71. 71. #2 “I believe” I have faith You Think Sell Convince Plan Tell Show Try Satisfy
  72. 72. #3 “I trust” You have told me repeated truths You Think Sell Convince Plan Tell Show Try Satisfy
  73. 73. Persuade me with a quantitative, logical, rational argument You Think Sell Convince Plan Tell Show Try Satisfy
  74. 74. Demonstrate Seeing is believing No smoke & mirrors Works vs. Idea You Think Sell Convince Plan Tell Show Try Satisfy
  75. 75. Success story 1st hand is best 2nd hand is good Make it viral? You Think Sell Convince Plan Tell Show Try Satisfy
  76. 76. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
  77. 77. If seeing is believing trying is buying You Think Sell Convince Plan Tell Show Try Satisfy
  78. 78. Sensory, emotional An event you can smell, touch, taste, hear, see, feel You Think Sell Convince Plan Tell Show Try Satisfy
  79. 79. An engaging experience (dance, don’t watch) You Think Sell Convince Plan Tell Show Try Satisfy
  80. 80. Make it Real™ You Think Sell Convince Plan Tell Show Try Satisfy
  81. 81. Make it a WOW! You Think Sell Convince Plan Tell Show Try Satisfy
  82. 82. Good A crowd experience (random gathering) You Think Sell Convince Plan Tell Show Try Satisfy
  83. 83. Better A community of interest experience You Think Sell Convince Plan Tell Show Try Satisfy
  84. 84. Best A personal experience You Think Sell Convince Plan Tell Show Try Satisfy
  85. 85. VoIP for the Navy You Think Sell Convince Plan Tell Show Try Satisfy
  86. 86. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
  87. 87. Questions are good Good conversations have questions, even tough ones You Think Sell Convince Plan Tell Show Try Satisfy
  88. 88. Concerns are great I’m sharing,not hiding them You Think Sell Convince Plan Tell Show Try Satisfy
  89. 89. I need more. Where/how can I learn more? You Think Sell Convince Plan Tell Show Try Satisfy
  90. 90. Ask me Listen to me Respond directly You Think Sell Convince Plan Tell Show Try Satisfy
  91. 91. How do you I measure success? You Think Sell Convince Plan Tell Show Try Satisfy
  92. 92. Only 2 questions Did I buy? Would I buy again? You Think Sell Convince Plan Tell Show Try Satisfy
  93. 93. What if I’m not satisfied? You Think Sell Convince Plan Tell Show Try Satisfy
  94. 94. Some people are never satisfied You Think Sell Convince Plan Tell Show Try Satisfy
  95. 95. A SMART buyer Satisfied Motivated Advocate who is Remorseless Trusting You Think Sell Convince Plan Tell Show Try Satisfy
  96. 96. A SMART buyer is your best seller You Think Sell Convince Plan Tell Show Try Satisfy
  97. 97. WiFi vs. noise You Think Sell Convince Plan Tell Show Try Satisfy
  98. 98. Selling and convincing ... Find Plan the trip Foster Tell your story Educate Show proof Try it Satisfy completely Close You Think Sell Convince Plan Tell Show Try Satisfy
  99. 99. That’s it We’re done. Go home. You Think Sell Convince Plan Tell Show Try Satisfy
  100. 100. Short Stories that Sell™ Intro CM! Stories Conversations Wrap
  101. 101. What’s a Google? Stories Think Find Frame Build Fit Tell
  102. 102. What’s a Googol? 10 100 Stories Think Find Frame Build Fit Tell
  103. 103. Why do you do what you do? Tell me a story Stories Think Find Frame Build Fit Tell
  104. 104. Stories Think Find Frame Build Fit Tell
  105. 105. I like to look at things differently Stories Think Find Frame Build Fit Tell
  106. 106. Andy Goodman Because good causes need to tell good stories Stories Think Find Frame Build Fit Tell
  107. 107. Facts are forgotten, stories are remembered Stories Think Find Frame Build Fit Tell
  108. 108. The sacred bundle of the Pawnee & Lakota Indians Stories Think Find Frame Build Fit Tell
  109. 109. NPR Driveway Moment Stories Think Find Frame Build Fit Tell
  110. 110. Andy Goodman’s 10 Laws of Storytelling Stories Think Find Frame Build Fit Tell
  111. 111. Our brains are wired for stories (and pictures) Stories Think Find Frame Build Fit Tell
  112. 112. Visual audio NPR location sounds paint a picture, they put you there Stories Think Find Frame Build Fit Tell
  113. 113. Aristotle “A soul never thinks without a picture” Stories Think Find Frame Build Fit Tell
  114. 114. A 10’ rope for a 40’ hole Stories Think Find Frame Build Fit Tell
  115. 115. Stories Think Find Frame Build Fit Tell
  116. 116. Roam Mind’s eye Our eyes Hand/Eye Stories Think Find Frame Build Fit Tell
  117. 117. Roam – Foster Mind’s eye – Tell Our eyes – Show Hand/Eye – Try Stories Think Find Frame Build Fit Tell
  118. 118. Visual thinking Look (precognitive) In { See (cognitive) Imagine Out { Show Stories Think Find Frame Build Fit Tell
  119. 119. Experiential storytelling – Christian communion Stories Think Find Frame Build Fit Tell
  120. 120. Low/High Brain How/why (influence, cause) When (position in time) Where (space) How much (quantities) Who/what (objects) Stories Think Find Frame Build Fit Tell
  121. 121. Stories Think Find Frame Build Fit Tell
  122. 122. Stories Think Find Frame Build Fit Tell
  123. 123. Murial Rukeyser “The universe is made of stories, not atoms.” Stories Think Find Frame Build Fit Tell
  124. 124. Fact or fiction? Stories Think Find Frame Build Fit Tell
  125. 125. Real, simple, moving stories Stories Think Find Frame Build Fit Tell
  126. 126. Nothing sells better than a success story Stories Think Find Frame Build Fit Tell
  127. 127. What’s your best success story? Stories Think Find Frame Build Fit Tell
  128. 128. Stories Think Find Frame Build Fit Tell
  129. 129. Look for short stories that sell Stories Think Find Frame Build Fit Tell
  130. 130. LHH Situation Obstacle Action Results Stories Think Find Frame Build Fit Tell
  131. 131. NPR Educate Entertain Inspire Stories Think Find Frame Build Fit Tell
  132. 132. Story scenarios DCAP at CPL Anticipate the unexpected Business as usual Stories Think Find Frame Build Fit Tell
  133. 133. Arabian Nights One story or an episodic adventure? Stories Think Find Frame Build Fit Tell
  134. 134. Tim Keelan “Share something vulnerable and the audience is more likely to trust you.” Stories Think Find Frame Build Fit Tell
  135. 135. Remember culture Stories Think Find Frame Build Fit Tell
  136. 136. Who’s the protagonist? The antagonist? Stories Think Find Frame Build Fit Tell
  137. 137. Flawed characters are more interesting Stories Think Find Frame Build Fit Tell
  138. 138. Everything must move the story forward Stories Think Find Frame Build Fit Tell
  139. 139. Imbalance; what has changed? Stories Think Find Frame Build Fit Tell
  140. 140. Setting; when and where? Stories Think Find Frame Build Fit Tell
  141. 141. What’s the (emotional) hook? Stories Think Find Frame Build Fit Tell
  142. 142. Conflict keeps it interesting Stories Think Find Frame Build Fit Tell
  143. 143. Stories Think Find Frame Build Fit Tell
  144. 144. One memorable fact Everyone sells. 6.7 billion people sell every day Stories Think Find Frame Build Fit Tell
  145. 145. Andy Goodman “In a 2 hour speech, people will remember a 2 minute story.” Stories Think Find Frame Build Fit Tell
  146. 146. Small enough to digest, simple enough to be retold Stories Think Find Frame Build Fit Tell
  147. 147. Who & how many? 1:1,000,000 1:10 1:1 Stories Think Find Frame Build Fit Tell
  148. 148. Where? At a concert Via WebEx In a theater Candle-lit dinner Stories Think Find Frame Build Fit Tell
  149. 149. When? Now (spontaneous) Then (scheduled) When-ever (time-shifted) Stories Think Find Frame Build Fit Tell
  150. 150. Which media? Speech (passionate) Audio (engaging) Video (amazing) Performance (captivating) Stories Think Find Frame Build Fit Tell
  151. 151. Short Stories that Sell 5 words 5 sentences 5 minutes, 5 points Stories Think Find Frame Build Fit Tell
  152. 152. 10 minutes Stories Think Find Frame Build Fit Tell
  153. 153. Prop(ertie)s 3D printing Sacred bundle Stories Think Find Frame Build Fit Tell
  154. 154. Visual audio Sights Sounds Smells, ... Stories Think Find Frame Build Fit Tell
  155. 155. Eye contact Stories Think Find Frame Build Fit Tell
  156. 156. Noise reduces focus Poor audio Poor video Bad pictures Unwanted sounds Unwanted images Stories Think Find Frame Build Fit Tell
  157. 157. Speak with emotion Stories Think Find Frame Build Fit Tell
  158. 158. Voice combinations Normal Hesitate Soft Slow Loud Normal Jolt Fast Stories Think Find Frame Build Fit Tell
  159. 159. What are the character’s thoughts & emotions? Stories Think Find Frame Build Fit Tell
  160. 160. Who is your favorite storyteller? Why? Stories Think Find Frame Build Fit Tell
  161. 161. Stories Think Find Frame Build Fit Tell
  162. 162. That’s it We’re done. Go home. Stories Think Find Frame Build Fit Tell
  163. 163. Convincing Conversations™ Intro CM! Stories Conversations Wrap
  164. 164. Presenting in 2010 is NOT like it was in 1987 Design Tools Prepare Delivery Next
  165. 165. 1 thought per slide Design Tools Prepare Delivery Next
  166. 166. Yes, I’m left wanting more. But that’s good. Design Tools Prepare Delivery Next
  167. 167. M.E.G.O. and the Cisco SEVTs Design Tools Prepare Delivery Next
  168. 168. KISS me, don’t kill me Design Tools Prepare Delivery Next
  169. 169. Guy Kawasaki 10 slides 20 minutes 30 + point font 24 bold point font Design Tools Prepare Delivery Next
  170. 170. Audio clips Design Tools Prepare Delivery Next
  171. 171. Video Clips Design Tools Prepare Delivery Next
  172. 172. Load time for graphics? Internet access? Design Tools Prepare Delivery Next
  173. 173. Compare the strange vs. the familiar Design Tools Prepare Delivery Next
  174. 174. Constrast Design Tools Prepare Delivery Next
  175. 175. Keynote PowerPoint or ? Design Tools Prepare Delivery Next
  176. 176. Slideshare.net Design Tools Prepare Delivery Next
  177. 177. Made to Stick Simplicity Unexpectedness Concreteness Credibility Emotions Stories Design Tools Prepare Delivery Next
  178. 178. Nancy Duarte Design Tools Prepare Delivery Next
  179. 179. Carman Taran Design Tools Prepare Delivery Next
  180. 180. Design Tools Prepare Delivery Next
  181. 181. Jerry Weissman Design Tools Prepare Delivery Next
  182. 182. Dale Carnegie Design Tools Prepare Delivery Next
  183. 183. Design Tools Prepare Delivery Next
  184. 184. Design Tools Prepare Delivery Next
  185. 185. Be honest Go from the heart Design Tools Prepare Delivery Next
  186. 186. Know your stuff material Design Tools Prepare Delivery Next
  187. 187. Be confident. No audience wants less. But ... Design Tools Prepare Delivery Next
  188. 188. ... don’t try to be the expert if you’re not. Design Tools Prepare Delivery Next
  189. 189. Leave more than 1 minute before the curtain goes up Design Tools Prepare Delivery Next
  190. 190. Murphy’s corollary Check the room, equipment, expectations, etc. Design Tools Prepare Delivery Next
  191. 191. Rehearse Design Tools Prepare Delivery Next
  192. 192. Plan. Ask yourself Who, what, ... Keep asking Design Tools Prepare Delivery Next
  193. 193. Three point sermon Tell them (what’s coming) Tell them (what they want) Tell them (what you said) Design Tools Prepare Delivery Next
  194. 194. Will they sit back,lean forward, or participate? Design Tools Prepare Delivery Next
  195. 195. Kinesthetic learning Take a note Design Tools Prepare Delivery Next
  196. 196. Q & A only goes so far Design Tools Prepare Delivery Next
  197. 197. Don’t just present, start a conversation Design Tools Prepare Delivery Next
  198. 198. Faceless presenting is REALLY tough Design Tools Prepare Delivery Next
  199. 199. If you don’t “love it”, then why should I? Design Tools Prepare Delivery Next
  200. 200. Twitter http://hubspot.com @danZarella #SciPres Design Tools Prepare Delivery Next
  201. 201. @theideamechanic #HelpPeopleSell Design Tools Prepare Delivery Next
  202. 202. Where can I learn more? Design Tools Prepare Delivery Next
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esign Tools Prepare Delivery Next
  204. 204. Wrap Intro CM! Stories Conversations Wrap
  205. 205. I like to look at things differently
  206. 206. Today, my goal was to help you look at selling differently
  207. 207. 3 ideas Convincing strategy Stories Conversations
  208. 208. Take a blank card Rate the class 0 ➞ 5 (0=a waste, 5= very helpful)
  209. 209. Take another card Front: Comments Back: Suggestions
  210. 210. That’s it We’re done. Go home.
  211. 211. That’s it We’re done. Go home. Really. Go home.
  212. 212. Thanks! A/BC3D/-"&8 E0E.212.F200 (/BCG"!&'(&)*&+!),'+-.+/* HI7#&;3JK'""&8$3"!&'(&)*&+!),'+ 011234536)7,)8(39( :)87;34:33<1=02>20?@3 !""#$%%"!&'(&)*&+!),'+-.+/*

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