1

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

15

Ask questions about

their constraints

Show them what is possible

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17

Help them anticipate

Navigate the bends

Lead them into the unknown

20

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

©2009 SalesChannel Europe. All rights reserved

SalesChannelEurope

Get them “destination dreaming”

“I want to be there”

This could be your people

The dilemma ?

Focus on what delegates want

©2009 SalesChannel Europe. All rights reserved

SalesChannelEurope

36

. . . 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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Stories make us see things differently

Stories create alignment

Stories appeal to our emotions

Take them on an emotional

Roller Coaster ride

53

Capture their hearts

54

…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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SalesChannelEurope

Motivate us to take action

69

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

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Change their position

©2009 SalesChannel Europe. All rights reserved

SalesChannelEurope

ABC (Me) Inc. Corporate Overview

1

• 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

75

SalesChannel Europe ©2009 All rights reserved

The Buyer’s Decision Process

1. Person

2. Company

3. Product

4. Price (Value)

5. Why Now?

76

77

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!

89

David R EdniePresident & CEO

SalesChannel Europe SARLPh: +33 676 600 925

Email: david@saleschannel-europe.comWebsite: www.saleschannel-europe.com

Blog: http://saleschannel.blogspot.com

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