Selling Your Ideas VMA
-
Upload
david-ednie -
Category
Business
-
view
113 -
download
6
description
Transcript of Selling Your Ideas VMA
![Page 1: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/1.jpg)
www.flickr.com/photos/librariesrock/4214137372
![Page 2: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/2.jpg)
www.flickr.com/photos/davelau/3135410252
Endangered species
![Page 3: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/3.jpg)
Endangered species
www.flickr.com/photos/38485387@N02/3582475670
![Page 4: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/4.jpg)
www.flickr.com/photos/billnwmsu/3290857841
Endangered species
![Page 5: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/5.jpg)
Problemthe
![Page 6: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/6.jpg)
How do you direct other’s thinking?
www.flickr.com/photos/pursuethepassion/3822008906
![Page 7: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/7.jpg)
How do you get them to follow your recommendations?
www.flickr.com/photos/1suisse/3504595493
![Page 8: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/8.jpg)
How do you get themto say “smart idea”?
www.flickr.com/photos/pursuethepassion/3822092094
![Page 9: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/9.jpg)
Solutionthe
![Page 10: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/10.jpg)
Change your thinking
www.flickr.com/photos/oriol_gascon/2172565951
![Page 11: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/11.jpg)
11
Fresh perspectives
![Page 12: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/12.jpg)
12
Selling Your Ideas
You
Your Company
Products & Services
to Stakeholders
![Page 13: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/13.jpg)
Capacity?
www.flickr.com/photos/kcadams/2864579276
![Page 14: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/14.jpg)
The experience
www.flickr.com/photos/kcadams/2864838202
![Page 15: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/15.jpg)
15
Question: What is Persuasion?
Persuade =
• Accept
• Agree
• Change mind
• Move position
• Buy in
• Commitment
• Commitment to take action
to take to actionInfluenceConvince
Thinking Behaviour
![Page 16: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/16.jpg)
Game changing
ideas
![Page 17: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/17.jpg)
Find 3 Take Aways
![Page 18: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/18.jpg)
Openness to change
![Page 19: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/19.jpg)
Compliance vs commitment
![Page 20: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/20.jpg)
Hoping for change
![Page 21: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/21.jpg)
21
Building TrustQuestion: How do you bring about change?
![Page 22: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/22.jpg)
Question: How do build trust?
Answer: The “R-Factor”
![Page 23: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/23.jpg)
Social media
![Page 24: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/24.jpg)
Irrelevant
![Page 25: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/25.jpg)
25
Question: How do you become relevant?
![Page 26: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/26.jpg)
Go where they live
www.flickr.com/photos/abardwell/2722623053
![Page 27: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/27.jpg)
Childlike curiosity
![Page 28: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/28.jpg)
www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg
Diagnostic questions
![Page 29: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/29.jpg)
www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg
Why Ask Questions?
Facts
Feelings
1.
2.
3.
Opinions
Diagnostic questions
![Page 30: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/30.jpg)
30
“Seek first to understand, then to be understood”
- Stephen R Covey
Building Trust
![Page 31: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/31.jpg)
Get them totally involved
![Page 32: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/32.jpg)
3 - Level Questioning
32
1.
2.
3.
Question Area 1
1.
2.
3.
Question Area 2
1.
2.
3.
Question Area 3
![Page 33: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/33.jpg)
See their thinking
www.flickr.com/photos/kt/864090847
![Page 34: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/34.jpg)
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
![Page 35: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/35.jpg)
It all happens here
![Page 36: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/36.jpg)
The hard way
![Page 37: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/37.jpg)
www.flickr.com/photos/jurvetson/3773859842
Telling stories
![Page 38: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/38.jpg)
Become a greatat telling stories
www.flickr.com/photos/soldiersmediacenter/3351707140
![Page 39: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/39.jpg)
Relevant and real stories
![Page 40: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/40.jpg)
Stories build positive momentum
www.flickr.com/photos/imagine24/1819197101
![Page 41: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/41.jpg)
41
Lead us into the unknown
www.flickr.com/photos/mtsofan/3618271222
![Page 42: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/42.jpg)
Show us howto get there
www.flickr.com/photos/19779889@N00/4098873568
![Page 43: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/43.jpg)
Create a common vision
www.flickr.com/photos/wehardy/119632223
![Page 44: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/44.jpg)
www.flickr.com/photos/good_day/38181398
Sense of control
![Page 45: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/45.jpg)
The journey is neverstraight forward
![Page 46: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/46.jpg)
Bring the experience to life
www.flickr.com/photos/raeallen/117929515
![Page 47: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/47.jpg)
Members privileges
www.flickr.com/photos/cmdr_khan/4317688709
![Page 48: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/48.jpg)
Transport them there
www.flickr.com/photos/peregrinari/3144001440
![Page 49: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/49.jpg)
Put them on the field
www.flickr.com/photos/raeallen/304776438
![Page 50: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/50.jpg)
Put them in the picture
www.flickr.com/photos/raeallen/3048503893
![Page 51: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/51.jpg)
51
How do you create visual stories?
![Page 52: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/52.jpg)
Sticky stories
www.flickr.com/photos/zmtomako/3774116255
![Page 53: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/53.jpg)
www.flickr.com/photos/zmtomako/3774117537
Sticky ideas
![Page 54: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/54.jpg)
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
![Page 55: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/55.jpg)
Stories that are remarkableand memorable
![Page 56: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/56.jpg)
Sticky fingers
www.flickr.com/photos/cherrydarlin/2694893804
![Page 57: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/57.jpg)
www.flickr.com/photos/cherrydarlin/2694077207
Sticky dilemma
![Page 58: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/58.jpg)
58
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
![Page 59: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/59.jpg)
Sense of urgency
www.flickr.com/photos/r_catalano/293471682
![Page 60: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/60.jpg)
Sense of urgency
![Page 61: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/61.jpg)
Everything is under control
![Page 62: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/62.jpg)
Game changing
ideas
![Page 63: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/63.jpg)
An unforgettable experience
www.flickr.com/photos/bradii/3326864666
![Page 64: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/64.jpg)
Yes you can
www.flickr.com/photos/amanky/2268620848
![Page 65: Selling Your Ideas VMA](https://reader034.fdocuments.in/reader034/viewer/2022051412/54c70ebb4a7959cb538b457b/html5/thumbnails/65.jpg)
www.flickr.com/photos/anirudhkoul/2046282436
David R EdniePresident & CEO
SalesChannel EuropePh: +33 676 60 09 25Ph: +61 415 94 51 57
email: [email protected]: www.saleschannel-europe.com