Selling Your Ideas to Key Stake Holders in Venue Management Today. Influence, persuade and convince others to change their thinking and move them to take action

1. www.flickr.com/photos/librariesrock/4214137372

2. Endangered species
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3. Endangered species
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4. Endangered species
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5. the
Problem

6. How do you direct
other’s thinking?
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7. How do you get
them to follow your
recommendations?
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8. How do you get them
to say “smart idea”?
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9. the
Solution

10. Change your thinking
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11. Fresh perspectives
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12. Selling Your Ideas
to Stakeholders
You
Your Company
Products & Services
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13. Capacity?
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14. The experience
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15. 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
15

16. Game
changing
ideas

17. Find 3 Take Aways

18. Openness to change

19. Compliance vs commitment

20. Hoping for change

21. Building Trust do you bring about change?
Question: How
21

22. Question: How do build trust?
Answer: The “R-Factor”

23. Social media

24. Irrelevant

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

27. Childlike curiosity

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

29. Why Ask Questions?
Diagnostic questions
1. Facts
2. Opinions
3. Feelings
www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg

30. Building Trust
“Seek first to understand,
then to be understood”
- Stephen R Covey
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31. Get them totally involved

32. 3 - Level Questioning
Question Area 1 Question Area 2 Question Area 3
1. 1. 1.
2. 2. 2.
3. 3. 3.
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33. See their thinking
www.flickr.com/photos/kt/864090847

34. 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

35. It all happens here

36. The hard way

37. Telling stories
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38. Become a great
at telling stories
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39. Relevant and real stories

40. Stories build positive
momentum
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41. Lead us into the unknown
41
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42. Show us how
to get there
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43. Create a common vision
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44. Sense of control
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45. The journey is never
straight forward

46. Bring the experience to life
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47. Members privileges
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48. Transport them there
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49. Put them on the field
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50. Put them in the picture
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51. How do you create
visual stories?
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52. Sticky stories
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53. Sticky ideas
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54. Creating Ideas that Stick
Persuasive (sticky) ideas:
Sticky = understandable, memorable, and effective in changing
thought or behaviour
Six Principles:
• 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

55. Stories that are remarkable
and memorable

56. Sticky fingers
www.flickr.com/photos/cherrydarlin/2694893804

57. Sticky dilemma
www.flickr.com/photos/cherrydarlin/2694077207

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
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*Based on ideas from the book: Made to Stick, by Dan and Chip Heath

59. Sense of urgency
www.flickr.com/photos/r_catalano/293471682

60. Sense of urgency

61. Everything is
under control

62. Game
changing
ideas

63. An unforgettable experience
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64. Yes you can
www.flickr.com/photos/amanky/2268620848

65. David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25
Ph: +61 415 94 51 57
email: david@saleschannel-europe.com
website: www.saleschannel-europe.com
www.flickr.com/photos/anirudhkoul/2046282436