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Create change in the thinking and behaviors of your key stake holders
Citation preview
www.flickr.com/photos/anirudhkoul/2046282436
www.flickr.com/photos/anirudhkoul/2046282436
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
Get them to say “Smart idea!”
www.flickr.com/photos/pursuethepassion/3822092094
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Game changing
ideas
3 Ideas for Today
Asking Questions in Colour
1
Selling to different behavioural styles
The Psychology of Change
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1The Psychology of Change*
PositivePresent
Sustain
PositiveFuture
Attain
NegativePresent
Change
NegativeFuture
Avoid
Neg
ativ
ePo
siti
ve
Present Future*Source: The Prime Solution by Jeff Thull, Dearborn © 2005 www.primeresource.com
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10
Messaging
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.
White Questions
Green Questions
Black Questions
Red Questions
Asking Questions in Colour
Current situationFacts, data & informationwhite snow: pure, cold hard facts
Desired situationFuture stateGrass, trees, growth, can become
ObstaclesImportant, powerfulDark, night time, can’t see in the dark. Turn on the light to see what stands between current situation and desired situation.
FeelingsFire, 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.”
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The Buyer’s Journey
A typical Buyer feels like this. . .
They are doing this
They are stuck in the mud
Guide them through an established process
Abundance of choice
www.flickr.com/photos/clam_jam/2218650854
Create a choice of3 possibilities
The Buyer Decision Process
A choice of 3
SalesChannel Europe ©2010 All rights reserved
Triplicate of Choice
A
C
X %
Y %
B
Choice preference: WHY buy?
Procedure preference: HOW to buy
Get them excited by the possibilities
Help them makea decision
….and the rewards are unlimited
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Game changing
ideas
Rollercoaster ride
www.flickr.com/photos/dklimke/2797105297
4
32
Overcome resistance
Challenge their constraints
www.flickr.com/photos/prawnpie/1737510069
Reconnect withtheir objectives
www.flickr.com/photos/alikai/1376760481
The Brain
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Right:• Intuition• Feelings• Emotional• Holistic
Left:• Logical• Analytical• Fact based• Detailed
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Rider and Elephant
www.flickr.com/photos/dankster/2432703355
Approach
www.flickr.com/photos/dankster/2432697459
Rider domination
www.flickr.com/photos/dankster/2432716137
www.flickr.com/photos/dankster/2432698125
Rider domination
www.flickr.com/photos/anirudhkoul/2046282436
www.flickr.com/photos/anirudhkoul/2046282436
David R EdniePresident & CEO
SalesChannel EuropePh: +33 676 60 09 25
Ph: +61 415 94 51 57
email: david@saleschannel-europe.comwebsite: www.saleschannel-europe.com
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