【讲义】present with passion 演说技巧

《【讲义】present with passion 演说技巧》由会员上传分享，免费在线阅读，更多相关内容在行业资料-天天文库。

1、1Whatareyourdesiredoutcomes?Influenceandinspire?Engageandenergize?Movetoaction?Howcanweavoidthis?GettheircommitmenttotakepositiveactionRealitycheckAbetterrealitycheckTimetoparty!Howdoesatypical„Buyer‟feel?TheyaredoingthisTheyarestuckinthesandofindecis

2、ionGuidethemthroughanestablishedprocessAskquestionsabouttheirconstraints15ShowthemwhatispossibleSalesChannelHelpthemanticipateEurope©2009SalesChannelEurope.Allrightsreserved17NavigatethebendsLeadthemintotheunknownShowthemhowtogetthere20theProblemSound

3、sreallyinteresting!Reallystupid!Tellthemmore...…andwhenwedo?TheresultYes,NoSalePeoplebuynotbecauseofProductorPrice.Theybuybecausetheyfeelunderstood.theSolutionGetthem“destinationdreaming”SalesChannelEurope©2009SalesChannelEurope.Allrightsreserved“Iwan

4、ttobethere”ThiscouldbeyourpeopleThedilemma?FocusonwhatdelegateswantSalesChannel...andwhattheManagementTeamwantsEurope©2009SalesChannelEurope.Allrightsreserved36ANDthinkingDelegateswantrecognitionandfunManagementwantsmeasurableresultsAlignwiththeirdesi

5、redoutcomesPresentwithpassion213thingstoremember1.Thepowerofstorytelling2.Howtocreate“stickystories”3.Presenttowin1ThepowerofstorytellingProposal-centricpresentingCapturetheirinterestBytellingstoriesBecomeaStoryTellerSalesChannelEuropeStoriesmakeussee

6、thingsdifferently©2009SalesChannelEurope.AllrightsreservedStoriescreatealignmentStoriesappealtoouremotionsTakethemonanemotionalRollerCoasterrideCapturetheirhearts53…thencapturetheirminds54Givethemlotsofgreatideas…thenhelpthemselectthebestone2Howtocrea

7、testickystoriesCreatingIdeasthatStick–CREDIBLECREDIBLEINCREDIBLESuccess:ideasthatstickCreatingIdeasthatStickPersuasive(sticky)ideas:Sticky=understandable,memorable,andeffectiveinchangingthoughtorbehaviourSixPrinciples*:•S-Simple•U-Unexpected•C-Concret

8、e•C-Credible•E-Emotions•S-Stories*basedonideasfromthebook“MadetoStick”Whysomeideassurviveandothersdie.ByChipHeath&DanHeath,RandomHouse,2007YoucollectthemCollectingStoriesGreenorblackstories?SalesChannelBlackstoriescreateEuropeasenseof…..©2009S