selling your ideas vma
DESCRIPTION
Selling Your Ideas to Key Stake Holders in Venue Management Today. Influence, persuade and convince others to change their thinking and move them to take actionTRANSCRIPT
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Endangered species
Endangered species
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Endangered species
Problemthe
How do you direct other’s thinking?
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How do you get them to follow your recommendations?
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How do you get themto say “smart idea”?
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Solutionthe
Change your thinking
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Fresh perspectives
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Selling Your Ideas
You
Your Company
Products & Services
to Stakeholders
Capacity?
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The experience
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Question: What is Persuasion?
Persuade =
• Accept
• Agree
• Change mind
• Move position
• Buy in
• Commitment
• Commitment to take action
to take to actionInfluenceConvince
Thinking Behaviour
Game changing
ideas
Find 3 Take Aways
Openness to change
Compliance vs commitment
Hoping for change
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Building TrustQuestion: How do you bring about change?
Question: How do build trust?
Answer: The “R-Factor”
Social media
Irrelevant
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Question: How do you become relevant?
Go where they live
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Childlike curiosity
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Diagnostic questions
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Why Ask Questions?
Facts
Feelings
1.
2.
3.
Opinions
Diagnostic questions
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“Seek first to understand, then to be understood”
- Stephen R Covey
Building Trust
Get them totally involved
3 - Level Questioning
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1.
2.
3.
Question Area 1
1.
2.
3.
Question Area 2
1.
2.
3.
Question Area 3
See their thinking
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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
It all happens here
The hard way
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Telling stories
Become a greatat telling stories
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Relevant and real stories
Stories build positive momentum
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Lead us into the unknown
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Show us howto get there
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Create a common vision
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Sense of control
The journey is neverstraight forward
Bring the experience to life
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Members privileges
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Transport them there
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Put them on the field
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Put them in the picture
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How do you create visual stories?
Sticky stories
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Sticky ideas
Creating Ideas that Stick
Persuasive (sticky) ideas:
Six Principles:
Sticky = understandable, memorable, and effective in changing thought or behaviour
• 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
Stories that are remarkableand memorable
Sticky fingers
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Sticky dilemma
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Creating Ideas that Stick
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
*Based on ideas from the book: Made to Stick, by Dan and Chip Heath
Sense of urgency
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Sense of urgency
Everything is under control
Game changing
ideas
An unforgettable experience
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Yes you can
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David R EdniePresident & CEO
SalesChannel EuropePh: +33 676 60 09 25Ph: +61 415 94 51 57
email: [email protected]: www.saleschannel-europe.com