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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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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
www.flickr.com/photos/r_catalano/293471682
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
