Create change in the thinking and behaviors of your key stake holders

1. www.flickr.com/photos/anirudhkoul/2046282436
www.flickr.com/photos/anirudhkoul/2046282436

2. How do you direct
other’s thinking?
www.flickr.com/photos/pursuethepassion/3822008906

3. How do you get
them to follow your
recommendations?
www.flickr.com/photos/1suisse/3504595493

4. Get them to say “Smart idea!”
www.flickr.com/photos/pursuethepassion/3822092094

5. 1 2
Game
changing
ideas

6. 3 Ideas for Today
1 The Psychology of Change
2 Asking Questions in Colour
Selling to different behavioural styles

7. 1
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

9. 9

10. Messaging
10

11. The toothbrush is an instrument used to clean
teeth, consisting of a small brush on a handle.
Toothpaste, often containing fluoride, is
commonly added to a toothbrush to aid in
cleaning. Toothbrushes are offered with varying
textures of bristles, and come in many different
sizes and forms. Most dentists recommend
using a toothbrush labeled "Soft", since firmer
bristled toothbrushes can damage tooth
enamel and irritate gums as indicated by the
American Dental Association. Toothbrushes are
often made from synthetic fibers, although
natural toothbrushes are also known in many
parts of the world.

14. 2
Asking Questions in Colour
Current situation
White Questions Facts, data & information
white snow: pure, cold hard facts
Desired situation
Green Questions 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.”

15. The Buyer’s Journey

16. A typical Buyer feels like this. . .

17. They are doing this

18. They are stuck in the mud

19. Guide them through an
established process

20. Abundance of choice
www.flickr.com/photos/clam_jam/2218650854

21. Create a choice of
3 possibilities

22. The Buyer Decision Process

23. A choice of 3

24. Triplicate of Choice
Y%
X%
C
B
A
SalesChannel Europe ©2010 All rights reserved

25. Choice preference: WHY buy?

26. Procedure preference: HOW to buy

27. Get them excited by the possibilities

28. Help them make
a decision

29. ….and the rewards are unlimited

30. 1 2
Game
changing
ideas

31. 4 Rollercoaster ride
www.flickr.com/photos/dklimke/2797105297

32. Overcome resistance
32

33. Challenge their constraints
www.flickr.com/photos/prawnpie/1737510069

34. Reconnect with
their objectives
www.flickr.com/photos/alikai/1376760481

35. The Brain
35

36. Left: Right:
• Logical • Intuition
• Analytical • Feelings
• Fact based • Emotional
• Detailed • Holistic

39. 39

41. Rider and Elephant
www.flickr.com/photos/dankster/2432703355

42. Approach
www.flickr.com/photos/dankster/2432697459

43. Rider domination
www.flickr.com/photos/dankster/2432716137

44. Rider domination
www.flickr.com/photos/dankster/2432698125

45. 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
www.flickr.com/photos/anirudhkoul/2046282436