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.

1. www.flickr.com/photos/traftery/4623735769

2. How do you direct
other’s thinking?
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3. How do you get
them to follow your
recommendations?
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4. Get them to say “Smart idea!”
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5. the
Problem

6. Getting your message across

7. Compliance vs commitment

8. Hoping for change

9. Building Trust do you bring about change?
Question: How
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10. Question: How do build trust?
Answer: The “R-Factor”

11. Irrelevant

12. Question: How do you become relevant?
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13. Go where they live
www.flickr.com/photos/abardwell/2722623053

14. the
Solution

15. Change your thinking
www.flickr.com/photos/oriol_gascon/2172565951

16. Fresh perspectives
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17. Selling Your Ideas
You
Your Company
Products & Services
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18. Question: What is Persuasion?
Persuade = Influence to take to action
Convince
• Accept • Buy in
• Agree • Commitment
• Change mind • Commitment to
• Move position take action
Thinking Behaviour
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19. 1 2
Game
changing
ideas
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20. 3 Ideas for Today
1 Asking Questions in Colour
2 The Psychology of Change
Story Telling
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21. Questions
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22. Building Trust
“Seek first to understand,
then to be understood”
- Stephen R Covey
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23. Asking Questions in Colour
White Questions Current situation
Facts, data & information
white snow: pure, cold hard facts
Green Questions Desired situation
Future state
Grass, trees, growth, can become
Obstacles
Black Questions Important, powerful
Dark, night time, can’t see in the dark. Turn on the light to see
what stands between current situation and desired situation.
Red Questions Feelings
Fire, 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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24. 2
The Psychology of Change*
Positive
Positive Positive
Present Future
Sustain Attain
Negative Negative
Present Future
Change Avoid
Negative
Present *Source: The Prime Solution by Jeff Thull, Dearborn © 2005
www.primeresource.com
Future
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25. Get them “destination dreaming”
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26. Take them to the positive future
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27. Take them to the negative future
www.flickr.com/photos/adrants/4645583189

28. Story Telling
www.flickr.com/photos/jurvetson/3773859842

29. Become a great
at telling stories
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30. Relevant and real stories

31. Stories convey emotions
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32. Stories convey
BIG emotions
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33. 1 2
Let’s review
today’s key ideas

34. David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FRA)
Ph: +61 415 94 51 57 (AUS)
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com
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