how to sell yourself and your ideas - chris weir

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  • How to Sell Yourself and Your Ideas

    Chris Weir Business Development Executive with EY

  • Agenda

    2.5 minutes - Introduction

    10 minutes 5 Foundational Principles

    10 minutes 5 Foundational Skills

    20 minutes 5 Specific Challenges faced by Project Managers and how to apply Selling best practices

    2.5 minutes - Conclusion

    15 minutes - Questions

  • The Path that has lead me here

    http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://www.lifeonthebuyside.com/investment-banking-to-hedge-fund/&ei=d3YiVezgB8aYgwS5tYL4Bw&psig=AFQjCNHNOl3OAHy0rX_HR_mkkkxZeLLUqw&ust=1428408224524389

  • My Path

    http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://www.underconsideration.com/brandnew/archives/xerox_the_very_very_very_shiny.php&ei=VpwmVZ9Jr4mxBNOHgdAC&bvm=bv.90491159,d.cWc&psig=AFQjCNH0AyuzTql5q7cjHDuik6isbRX6kw&ust=1428680142453021http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://pixshark.com/teacher-icon-png.htm&ei=gqAmVf77IdDisATOn4KQBg&bvm=bv.90491159,bs.1,d.cWc&psig=AFQjCNH_tp7_KzdTzLSlKyZQntezwwmH8Q&ust=1428681184987414http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=&url=http://www.hoax-slayer.com/russian-door-to-door-booksellers-false-warning.html&ei=hA4rVcaZIuvIsQTLwoHYAg&bvm=bv.90491159,d.cWc&psig=AFQjCNGdftq-vhKLsy0or5P2kMijfGoGPg&ust=1428971525216546

  • Did you know?

  • Imagine if

  • You Dont Have

    to Imagine

  • Five Foundational Principles

  • Principle #1

    http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://www.biggestjob.com/2012/concern-givers-and-takers/&ei=tl8xVfesJcqcygSjrID4CQ&bvm=bv.91071109,d.cWc&psig=AFQjCNHvUmJDB9Ys8wl7dgPO5DWcePua7g&ust=1429385253990407

  • Principle #2

    https://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=https://nextnetmedia.com/912/website-credibility-and-ranking-power-what-you-need-to-know/&ei=imIxVfO1EJH5yQTe4oCwBA&bvm=bv.91071109,d.cWc&psig=AFQjCNFyrIvFG911CbyKeYuGC8aKDEFsrg&ust=1429385745141759

  • Principle #3

    http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://palominoconsultinggroup.com/blog/?cat=55&ei=zWMxVdHONYipyATSxoHoCw&psig=AFQjCNHRrTrZeBpQ7rr9XRAjJcfwkXoM4A&ust=1429386419017327

  • Principle #4

  • Principle #5

  • Five Foundational Persuasion Skills

  • Foundational Skill #1 Listening

    http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://www.badlanguage.net/listening-means-great-content&ei=NwknVaebEYjZsASOoICIAQ&bvm=bv.90491159,d.cWc&psig=AFQjCNFcybbtVRvP1r3ElUFAsTxxkbcmjQ&ust=1428707940968375

  • Foundational Skill #2 Communicating

    http://pngimg.com/download/721

  • Foundational Skill #3 Self Knowledge

    http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://themartireed.com/2014/04/11/check-yo-self-before-you-wreck-yo-self/&ei=xhYTVbSsNIuegwSX9YPoDA&bvm=bv.89217033,d.eXY&psig=AFQjCNGzSGblo8QpLpCHaiFMvw6IrH80dw&ust=1427400613413480

  • Foundational Skill #4 Helping

    http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://christineriordan.com/2014/12/helping-others-helping-ourselves/&ei=0BgTVb3-GYOZNuKGgtgH&bvm=bv.89217033,d.eXY&psig=AFQjCNGdi5wVHRhfRLpxCQEgVQjyjw6d6g&ust=1427401261417637

  • Foundational Skills #5 Telling Stories

    http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://www.valpak.com/advertise/how-to-advertise-your-business-using-storytelling/&ei=ur8iVa7UNMugNof_gOAB&psig=AFQjCNEts-gITnWRuoI38eg9ioC6eTqXpQ&ust=1428426818301132http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://www.thomasnet.com/articles/electrical-power-generation/NIB-magnet-application&ei=_f8rVaK6KMHggwS3iIDQDA&psig=AFQjCNHZgMfzmOP9mDW1FEtG-NQJtorPuA&ust=1429033258972348http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://www.thomasnet.com/articles/electrical-power-generation/NIB-magnet-application&ei=_f8rVaK6KMHggwS3iIDQDA&psig=AFQjCNHZgMfzmOP9mDW1FEtG-NQJtorPuA&ust=1429033258972348

  • Five Common Challenges and How to Overcome them

  • Challenge #1 Mobile Workforce

    http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://www.yamlabs.com/blog/last_week039s_top_links_issue_6.html&ei=XbQlVYG-KcHbsATq2YGADA&bvm=bv.90237346,d.cWc&psig=AFQjCNFWKueIx9wN_B91nYzp_zqkwTJlkw&ust=1428620723435493

  • Challenge#1 - Solutions

    http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://danslescasserolesdegg.blogspot.com/2014/12/mon-top-5-recettes-2014.html&ei=hGwlVf72KpbfsAS-joHABg&bvm=bv.90237346,d.cWc&psig=AFQjCNEPwbJj2WDPp828IYzD5cRvOz6_yQ&ust=1428602135394158

  • Challenge#2 Lack of Clarity on Scope

    https://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=https://www.mcgill.ca/oss/channels/event/dr-joe-schwarcz-chemical-confusion-225625&ei=JugrVanpHoiMNriLgIAC&bvm=bv.90491159,d.eXY&psig=AFQjCNG5u0HXEA1FpbQnihqljDfOIehSig&ust=1429027067107691https://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=https://www.mcgill.ca/oss/channels/event/dr-joe-schwarcz-chemical-confusion-225625&ei=JugrVanpHoiMNriLgIAC&bvm=bv.90491159,d.eXY&psig=AFQjCNG5u0HXEA1FpbQnihqljDfOIehSig&ust=1429027067107691

  • Challenge#2 - Solutions

    http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://www.aimeducationalservices.com/fear-preventing-taking-action/&ei=ocYlVZ6QG_aCsQS5zoCIAg&bvm=bv.90237346,d.cWc&psig=AFQjCNFxpFXsNnPJiJNRGnib2_C4TzrmIg&ust=1428625241117167

  • Challenge#3 Shifting Organizational Priorities

    http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://wiki.ubc.ca/Library:TLAC_Priorities&ei=cewrVaSKOcW6ggS9mYHoAw&bvm=bv.90491159,d.eXY&psig=AFQjCNGxN6yj8cp_Pq5REU8T6c2rSJiAGA&ust=1429028215796766

  • Challenge#3 - Solutions

    http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://www.freepik.com/free-icon/arrows-group-in-four-directions_731742.htm&ei=OK4lVZHyBYnIsQSW6YCgCQ&bvm=bv.90237346,d.cWc&psig=AFQjCNFfSzZyfPIja508wYCAVjSxlYhGwg&ust=1428619094749844

  • Challenge#4 Project Changes not well Managed

    http://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=http://www.realclearscience.com/blog/2013/01/admitting-youre-wrong-is-hard-to-do.html&ei=vCYUVf6JGcGfggSi5oHwBw&bvm=bv.89217033,d.eXY&psig=AFQjCNGx9peC87RWs0Q-PfFljYRKhCO4qQ&ust=1427469224035215

  • Challenge#4 - Solutions

    https://www.google.ca/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0CAcQjRw&url=https://tcuadmission.wordpress.com/tag/admit/&ei=TvErVfWKM4W-ggSR1IGACg&bvm=bv.90491159,d.eXY&psig=AFQjCNHsGm3WLgLBuC5j4u4ZJFTw6rNbKw&ust=1429028946483565

  • Challenge#5 TBD

    What is a common challenge that you face?

  • Challenge#5 - Solutions

    Lets talk about ways to use our leaning to overcome that challenge:

    Possible Solution #1

    Specific example

    Possible Solution #2 -

    Specific example

  • Lets Review

    5 Foundational Principles Reciprocation; Authority; Commitment Consistency; Scarcity; Social Proof

    5 Foundational Skills - Listening; Communicating; Self Knowledge; Helping; Telling Stories

    5 Specific Challenges faced by Project Managers and how to apply Persuasion best practices

  • Take Away Challenge

    Pick one of the 5 Foundational Principles or 5 Foundational Skills and apply them to your Project Management practices.

    Which one will you try?

  • References

    Influence; the Psychology of Persuasion by Robert B. Cialdini, Ph.D. The Power of Body Language by Joe Navarro Strengths Based Selling by Tony Rutigliano and Brian Brim Yes! 50 Scientifically Proven Ways to be Persuasive by Noah J. Goldstein,

    Steve J. Martin and Robert B. Cialdini Persuasion; A New Approach to Changing Minds by Arlene Dickinson