Selling Your Ideas VMA

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Post on 27-Jan-2015

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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 action

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  • 1. www.flickr.com/photos/librariesrock/4214137372

2. Endangered specieswww.flickr.com/photos/davelau/3135410252 3. Endangered species www.flickr.com/photos/38485387@N02/3582475670 4. Endangered species www.flickr.com/photos/billnwmsu/3290857841 5. the Problem 6. How do you direct others thinking? www.flickr.com/photos/pursuethepassion/3822008906 7. How do you get them to follow your recommendations? www.flickr.com/photos/1suisse/3504595493 8. How do you get them to say smart idea?www.flickr.com/photos/pursuethepassion/3822092094 9. the Solution 10. Change your thinkingwww.flickr.com/photos/oriol_gascon/2172565951 11. Fresh perspectives 11 12. Selling Your Ideasto StakeholdersYou Your Company Products & Services 12 13. Capacity? www.flickr.com/photos/kcadams/2864579276 14. The experience www.flickr.com/photos/kcadams/2864838202 15. Question: What is Persuasion?Persuade = Influence to take to actionConvince Accept Buy in Agree Commitment Change mind Commitment to Move position take actionThinkingBehaviour 15 16. Game changingideas 17. Find 3 Take Aways 18. Openness to change 19. Compliance vs commitment 20. Hoping for change 21. Building Trust do you bring about change? Question: How 21 22. Question: How do build trust?Answer: The R-Factor 23. Social media 24. Irrelevant 25. Question: How do you become relevant? 25 26. Go where they livewww.flickr.com/photos/abardwell/2722623053 27. Childlike curiosity 28. Diagnostic questions www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg 29. Why Ask Questions?Diagnostic questions 1. Facts 2. Opinions 3. Feelingswww.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg 30. Building TrustSeek first to understand,then to be understood- Stephen R Covey30 31. Get them totally involved 32. 3 - Level QuestioningQuestion Area 1Question Area 2Question 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 happens here 36. The hard way 37. Telling stories www.flickr.com/photos/jurvetson/3773859842 38. Become a great at telling storieswww.flickr.com/photos/soldiersmediacenter/3351707140 39. Relevant and real stories 40. Stories build positivemomentumwww.flickr.com/photos/imagine24/1819197101 41. Lead us into the 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 common visionwww.flickr.com/photos/wehardy/119632223 44. Sense of controlwww.flickr.com/photos/good_day/38181398 45. The journey is never straight forward 46. Bring the experience to lifewww.flickr.com/photos/raeallen/117929515 47. Members privilegeswww.flickr.com/photos/cmdr_khan/4317688709 48. Transport them therewww.flickr.com/photos/peregrinari/3144001440 49. Put them on the field www.flickr.com/photos/raeallen/304776438 50. Put them in the picturewww.flickr.com/photos/raeallen/3048503893 51. How do you create visual stories? 51 52. Sticky stories www.flickr.com/photos/zmtomako/3774116255 53. Sticky ideas www.flickr.com/photos/zmtomako/3774117537 54. Creating Ideas that StickPersuasive (sticky) ideas: Sticky = understandable, memorable, and effective in changingthought or behaviourSix 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 are remarkable and memorable 56. Sticky fingers www.flickr.com/photos/cherrydarlin/2694893804 57. Sticky dilemma www.flickr.com/photos/cherrydarlin/2694077207 58. Creating Ideas that StickGet People to Act : Remember how SUCCESS helps people to: Pay attentionUnexpected Understand and remember it Concrete Believe and agreeCredible 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 urgencywww.flickr.com/photos/r_catalano/293471682 60. Sense of urgency 61. Everything is under control 62. Game changingideas 63. An unforgettable experience www.flickr.com/photos/bradii/3326864666 64. Yes you canwww.flickr.com/photos/amanky/2268620848 65. David R Ednie President & CEO SalesChannel EuropePh: +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