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How do you direct other’s thinking?

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How do you get them to follow your recommendations?

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Get them to say “Smart idea!”

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Problemthe

Getting your message across

Compliance vs commitment

Hoping for change

9

Building TrustQuestion: How do you bring about change?

Question: How do build trust?

Answer: The “R-Factor”

Irrelevant

12

Question: How do you become relevant?

Go where they live

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Solutionthe

Change your thinking

www.flickr.com/photos/oriol_gascon/2172565951

16

Fresh perspectives

17

Selling Your Ideas

You

Your Company

Products & Services

18

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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1 2

Game changing

ideas

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3 Ideas for Today

Asking Questions in Colour1

Story Telling

The Psychology of Change2

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Questions

22

“Seek first to understand, then to be understood”

- Stephen R Covey

Building Trust

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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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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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Get them “destination dreaming”

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Take them to the positive future

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Take them to the negative future

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www.flickr.com/photos/jurvetson/3773859842

Story Telling

Become a greatat telling stories

www.flickr.com/photos/soldiersmediacenter/3351707140

Relevant and real stories

Stories convey emotions

www.flickr.com/photos/edyson/13434169

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Stories conveyBIG emotions

1 2

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: david@saleschannel-europe.comWebsite: www.saleschannel-europe.com