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Selling Your Ideas: The Art of Persuasion

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Selling Your Ideas: The Art of Persuasion is what separtes great Leaders from good Managers. Being able to sell your vision and align your organisation is needed today, more than ever. inpsire, energise and empower your customers, suppliers and your team.

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www.flickr.com/photos/traftery/4623735769

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SalesChannel Europe ©2010 All rights reserved

How do you direct other’s thinking?

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SalesChannel Europe ©2010 All rights reserved

How do you get them to follow your recommendations?

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SalesChannel Europe ©2010 All rights reserved

Get them to say “Smart idea!”

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Problemthe

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Getting your message across

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Compliance vs commitment

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Hoping for change

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Building TrustQuestion: How do you bring about change?

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Question: How do build trust?

Answer: The “R-Factor”

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Irrelevant

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Question: How do you become relevant?

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Go where they live

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Solutionthe

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Change your thinking

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Fresh perspectives

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Selling Your Ideas

You

Your Company

Products & Services

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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

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SalesChannel Europe ©2010 All rights reserved

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Game changing

ideas

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SalesChannel Europe ©2010 All rights reserved

3 Ideas for Today

Asking Questions in Colour1

Story Telling

The Psychology of Change2

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Questions

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“Seek first to understand, then to be understood”

- Stephen R Covey

Building Trust

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SalesChannel Europe ©2010 All rights reserved

White Questions

Green Questions

Black Questions

Red Questions

Asking Questions in Colour

Current situationFacts, data & informationwhite snow: pure, cold hard facts

Desired situationFuture stateGrass, trees, growth, can become

ObstaclesImportant, powerfulDark, night time, can’t see in the dark. Turn on the light to see what stands between current situation and desired situation.

FeelingsFire, explosive color, highly emotional“If Stan doesn’t do something he won’t be able to get there by himself. Stan needs to talk to you.”

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SalesChannel Europe ©2010 All rights reserved

2The Psychology of Change*

PositivePresent

Sustain

PositiveFuture

Attain

NegativePresent

Change

NegativeFuture

Avoid

Neg

ativ

ePo

siti

ve

Present Future*Source: The Prime Solution by Jeff Thull, Dearborn © 2005

www.primeresource.com

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SalesChannel Europe ©2010 All rights reserved

Get them “destination dreaming”

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SalesChannel Europe ©2010 All rights reserved

Take them to the positive future

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Take them to the negative future

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Story Telling

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Become a greatat telling stories

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Relevant and real stories

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Stories convey emotions

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Stories conveyBIG emotions

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Let’s review today’s key ideas

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David R EdniePresident & CEO

SalesChannel EuropePh: +33 676 60 09 25 (FRA) Ph: +61 415 94 51 57 (AUS)

Email: [email protected]: www.saleschannel-europe.com