www.flickr.com/photos/librariesrock/4214137372

www.flickr.com/photos/davelau/3135410252

Endangered species

Endangered species

www.flickr.com/photos/38485387@N02/3582475670

www.flickr.com/photos/billnwmsu/3290857841

Endangered species

Problemthe

How do you direct other’s thinking?

www.flickr.com/photos/pursuethepassion/3822008906

How do you get them to follow your recommendations?

www.flickr.com/photos/1suisse/3504595493

How do you get themto say “smart idea”?

www.flickr.com/photos/pursuethepassion/3822092094

Solutionthe

Change your thinking

www.flickr.com/photos/oriol_gascon/2172565951

11

Fresh perspectives

12

Selling Your Ideas

You

Your Company

Products & Services

to Stakeholders

Capacity?

www.flickr.com/photos/kcadams/2864579276

The experience

www.flickr.com/photos/kcadams/2864838202

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

Game changing

ideas

Find 3 Take Aways

Openness to change

Compliance vs commitment

Hoping for change

21

Building TrustQuestion: How do you bring about change?

Question: How do build trust?

Answer: The “R-Factor”

Social media

Irrelevant

25

Question: How do you become relevant?

Go where they live

www.flickr.com/photos/abardwell/2722623053

Childlike curiosity

www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg

Diagnostic questions

www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg

Why Ask Questions?

Facts

Feelings

1.

2.

3.

Opinions

Diagnostic questions

30

“Seek first to understand, then to be understood”

- Stephen R Covey

Building Trust

Get them totally involved

3 - Level Questioning

32

1.

2.

3.

Question Area 1

1.

2.

3.

Question Area 2

1.

2.

3.

Question Area 3

See their thinking

www.flickr.com/photos/kt/864090847

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

It all happens here

The hard way

www.flickr.com/photos/jurvetson/3773859842

Telling stories

Become a greatat telling stories

www.flickr.com/photos/soldiersmediacenter/3351707140

Relevant and real stories

Stories build positive momentum

www.flickr.com/photos/imagine24/1819197101

41

Lead us into the unknown

www.flickr.com/photos/mtsofan/3618271222

Show us howto get there

www.flickr.com/photos/19779889@N00/4098873568

Create a common vision

www.flickr.com/photos/wehardy/119632223

www.flickr.com/photos/good_day/38181398

Sense of control

The journey is neverstraight forward

Bring the experience to life

www.flickr.com/photos/raeallen/117929515

Members privileges

www.flickr.com/photos/cmdr_khan/4317688709

Transport them there

www.flickr.com/photos/peregrinari/3144001440

Put them on the field

www.flickr.com/photos/raeallen/304776438

Put them in the picture

www.flickr.com/photos/raeallen/3048503893

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How do you create visual stories?

Sticky stories

www.flickr.com/photos/zmtomako/3774116255

www.flickr.com/photos/zmtomako/3774117537

Sticky ideas

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

Stories that are remarkableand memorable

Sticky fingers

www.flickr.com/photos/cherrydarlin/2694893804

www.flickr.com/photos/cherrydarlin/2694077207

Sticky dilemma

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

Sense of urgency

www.flickr.com/photos/r_catalano/293471682

Sense of urgency

Everything is under control

Game changing

ideas

An unforgettable experience

www.flickr.com/photos/bradii/3326864666

Yes you can

www.flickr.com/photos/amanky/2268620848

www.flickr.com/photos/anirudhkoul/2046282436

David R EdniePresident & CEO

SalesChannel EuropePh: +33 676 60 09 25Ph: +61 415 94 51 57

email: david@saleschannel-europe.comwebsite: www.saleschannel-europe.com