present with passion
DESCRIPTION
Getting your ideas across and moving people to action are the foundation of persuasion a skill that you cannot have too much of. Presenting with Passion is about being relevant and understood (remarkable) and making a lasting positive impact on your audience (memorable).TRANSCRIPT
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What are your desired outcomes?
Influence and inspire?
Engage and energize?
Move to action?
How can we avoid this?
Get their commitment to
take positive action
Reality check
A better reality check
Time to party !
How does a typical „Buyer‟ feel?
They are doing this
They are stuck in the
sand of indecision
Guide them through an
established process
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Ask questions about
their constraints
Show them what is possible
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Help them anticipate
Navigate the bends
Lead them into the unknown
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Show them how to get there
Problemthe
Sounds really interesting!
Really stupid!
Tell them more...
… and when we do?
The result
Yes, No Sale
People buy not because of Product or Price.
They buy because they feel understood.
Solutionthe
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SalesChannelEurope
Get them “destination dreaming”
“I want to be there”
This could be your people
The dilemma ?
Focus on what delegates want
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SalesChannelEurope
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. . . and what the Management Team wants
AND thinking
Management wants measurable results
Delegates want recognition and fun
Align with their desired outcomes
Present with passion
1 2 3things to
remember
1. The power of story telling
2. How to create “sticky stories”
3. Present to win
The power of story telling
1
Proposal-centric presenting
Capture their interest
By telling stories
Become a Story Teller
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SalesChannelEurope
Stories make us see things differently
Stories create alignment
Stories appeal to our emotions
Take them on an emotional
Roller Coaster ride
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Capture their hearts
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…then capture their minds
Give them lots of great ideas
… then help them select the best one
How to create sticky stories
2
CREDIBLE
Creating Ideas that Stick – CREDIBLE
CREDIBLEIN
Success: ideas that stick
Creating Ideas that Stick
Persuasive (sticky) ideas:
• S - Simple
• U - Unexpected
• C - Concrete
• C - Credible
• E - Emotions
• S - Stories
Six Principles*:
Sticky = understandable, memorable, and effective in changing thought or behaviour
*based on ideas from the book “Made to Stick” Why some ideas survive and others die. By Chip Heath & Dan Heath, Random House, 2007
You collect them
Collecting Stories
Green or black stories?
©2009 SalesChannel Europe. All rights reserved
SalesChannelEuropeBlack stories create
a sense of…..
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67
….urgency
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Motivate us to take action
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Creating Ideas that Stick
Get People to Act :
• Remember how SUCCES helps people to:
– Understandable Simple
– 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” Why some ideas survive and others die. By Chip Heath & Dan Heath, Random House, 2007
Present to win
3
“Eighty percent of success is showing up.”
Woody Allen
©2009 SalesChannel Europe. All rights reserved
SalesChannelEurope
Change their position
©2009 SalesChannel Europe. All rights reserved
SalesChannelEurope
ABC (Me) Inc. Corporate Overview
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• Established in 1945
• 13,051 employees world wide
• Offices in 42 countries
• Revenues $15.6B
• First vendor to launch RISC technology in 1978
• Ranked #1 by IDG Market Study 2006
• Won the AGP Gold Quality Award in 2007
• We are the best. Smart people know this. You should to!
Audience Buy-in
Audience Attention
Audience Buy-in
“Measurable Results” Focused Attention
Audience Engagement
Us
Our Past
Them
Their Future
NOW
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SalesChannel Europe ©2009 All rights reserved
The Buyer’s Decision Process
1. Person
2. Company
3. Product
4. Price (Value)
5. Why Now?
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Create a fresh perspective
Get them excited by their own better future
Get them to „lift their gaze‟
Help them make
a decision
Give them an engagement
procedure to follow
A big reality check
Time to party again !
1. The power of story telling
2. How to create “sticky stories”
3. Present to win
Presentation Flight Path Checklist
1. Practice a passion for understanding• People buy not because of Product or Price. They buy because they feel understood
• Align with their desired outcomes
• Start strong. “You don’t get a 2nd change to make a 1st impression.”
• Involve them immediately by asking questions: open -> closed
2. The power of storytelling:• We make emotional decisions that they justify with logic and rational reasoning
• Move their hearts and their minds will follow
• Use stories, anecdotes and humor to influence, persuade and move to action
3. How to create “sticky stories”• Collect them, build a library of “sticky stories”
• Green stories and especially Black stories
• SUCCES: Simple, Unexpected, Concrete, Credible, Emotional and Stories
4. Present to win:• You can’t do this without being there
• Demonstrate that you are passionate about their better future
• Finish strong: summarize key ideas and actions, then agree next steps
Present with Passion – Take Aways
Present with Passion – Sales Strategy
1. You sell your creativity and capability to deliver “the
dream event”
2. They buy your expertise and professional track record to
ensure they get the “the dream event”
3. You deliver “the dream event” that is truly memorable,
totally remarkable and exceeds everyone’s expectations
Enjoy yourself and have fun
If you do, they will too!
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David R EdniePresident & CEO
SalesChannel Europe SARLPh: +33 676 600 925
Email: [email protected]: www.saleschannel-europe.com
Blog: http://saleschannel.blogspot.com
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