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The Rule of Change

SalesChannel Europe

If you do what you have always done You will get what you have always had
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Traditional Execution of Strategy

Make sense of an ambiguous, uncertain situation

Make revisions by incorporating new information that execution has produced

Make choices. What to do. Equally important. What not to do.

Make it happen. Execute for that iteration

SalesChannel Europe

"We must be the change we wish to see in the world."


- Gandhi

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COMMUNICATION
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Communicate

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LISTENING
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Thats the stupidest idea I ever heard!

The Art of Listening


Why Listen?
Uncover needs
Rational Emotional
SalesChannel Europe

Identify Style Create a Positive Impact Learn

4 Levels of Listening:
To Confirm Selectively Politeness To Learn
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The Art of Listening


SalesChannel Europe

Keep asking questions Ask a lot of questions Shut up and listen Gentile follow-up questions Clarify ambiguity Summarise what you have understood Earn the right to ask PAIN questions When you need help ask for it

Listen for what is different, not what is the same

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Listen!
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SalesChannel Europe

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Communicating with Emotion


Emotion = Energy in Motion
SalesChannel Europe

Speak in

Technicolor
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Communicating with Emotion


Energy
Enthusiasm Body Language Questioning Listening Note Taking Sincere Interest Emotions move people to action
SalesChannel Europe

Must have conviction: People make decision based on emotion and justify with rational reasons Must give them both emotional reasons and rational arguments

The height of your accomplishments will equal the depth of your convictions. - William F. Scolavino
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LEADING CHANGE
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MOTIVATIONAL DRIVERS
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SalesChannel Europe

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SalesChannel Europe

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The Psychology of Change*


SalesChannel Europe

Positive

Positive Present

Positive Future

Sustain
Negative Present

Attain
Negative Future

Negative

Change
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Avoid

*Source: The Prime Solution by Jeff Thull, Dearborn 2005

Present
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Future
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SalesChannel Europe

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Asking Questions in Colour


SalesChannel Europe

White Questions Current situation

Facts, data & information white snow: pure, cold hard facts

Green Questions

Desired situation future state Grass, trees, growth, can become Obstacles important, powerful Dark, night time, cant see in the dark. Turn on the light to see what stands between current situation and desired situation. Feelings fire, explosive color, highly emotional If Stan doesnt do something he wont be able to get there by himself. Stan needs to talk to you.

Black Questions

Red Questions

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SalesChannel Europe

No one cares how much you know, until they know how much you care.
Ralph Waldo Emerson

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GETTING RESULTS THROUGH OTHERS


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Close Knit team

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Questions Drive Our Actions


Observable Results
The Outcomes
SalesChannel Europe

Behaviours

Our Habits

Invisible

Emotions

What We Feel

Thinking

What We Think

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The Conversation Directional Compass


SalesChannel Europe

Philosophical Conversation Directional Compass Problem Focused Solution Focused

Detailed
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Asking vs Telling
Ask Tell Quadrants
Ask
SalesChannel Europe

Problem

Solution

Tell
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Questions?
SalesChannel Europe

You can tell a man is clever by his answer


You can tell a man is wise by his questions

2008 SalesChannel Europe SARL. All rights reserved

SalesChannel Europe

Seek first to understand, then to be understood


- Stephen R Covey

2008 SalesChannel Europe SARL. All rights reserved

QUESTIONING MINDSET
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Why Ask Questions?


SalesChannel Europe

Uncover needs
Rational Emotional

Identify Style Create a Positive Impact Learn

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Questions
SalesChannel Europe

Closed Questions: Is Are

Open Questions: Who What Where

Was
Were

When
Why How Tell me about Give me an example Describe for me. Give me a wish list

Have
Has Will Do Does Can Would

Please explain to me

Could
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Questions, Questions, Questions


Questions Funnel
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Broad Needs

Specific Needs

Leverage Questions

High Yield Needs

Drill down to find those high yield questions


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CURIOSITY
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Why Ask Diagnostic Questions*?


SalesChannel Europe

1. Facts
2. Opinions 3. Feelings

*Source: Based on Diagnostic Selling from the book Exceptional Selling by Jeff Thull, John Wiley & Sons Inc. 2006

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3 - Level Questioning
SalesChannel Europe

Question Area 1
1. 2. 3. 1.

Question Area 2
1. 2. 3.

Question Area 3

2. 3.

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TELL YOUR STORY


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SalesChannel Europe

Tell me a fact and I believe. Tell me a truth and I learn. Tell me a story and it will live in my heart forever.
Mark Twain

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CREDIBLE
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IN CREDIBLE
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Creating Ideas that Stick


SalesChannel Europe

Persuasive (sticky) ideas:


Sticky = understandable, memorable, and effective in changing thought or behaviour

Six Principles:
S U C C E S Simple Unexpected Concrete Credible Emotions Stories
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Creating Ideas that Stick UNEXPECTED, STORY


SalesChannel Europe

2008 SalesChannel Europe SARL. All rights reserved

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Creating Ideas that Stick


SalesChannel Europe

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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CREATE Insights
SalesChannel Europe

The Brain
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SalesChannel Europe

Sales Performance Motivation


David R Ednie President & CEO SalesChannel Europe SARL Ph: +33 676 600 925 Fax: +1 501 639 0126 Email: david@saleschannel-europe.com Blog: http://saleschannel.blogspot.com Website: www.saleschannel-europe.com

2008 SalesChannel Europe SARL. All rights reserved