The Rule of Change

SalesChannel
Europe

If you do what you

have always done
You will get what you
have always had
2008 SalesChannel Europe SARL. All rights reserved

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

2008 SalesChannel Europe SARL. All rights reserved

COMMUNICATION
7

Communicate

10

11

LISTENING
12

Thats the stupidest idea I ever heard!

The Art of Listening

Why Listen?

SalesChannel
Europe

Uncover needs
Rational
Emotional

Identify Style
Create a Positive Impact
Learn

2008 SalesChannel Europe SARL. All rights reserved

To Learn

Selectively

To Confirm

Politeness

4 Levels of Listening:

14

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

2008 SalesChannel Europe SARL. All rights reserved

15

Listen!
16

SalesChannel
Europe

2008 SalesChannel Europe SARL. All rights reserved

17

Communicating with Emotion

Emotion = Energy in Motion

Speak in

SalesChannel
Europe

Technicolor
2008 SalesChannel Europe SARL. All rights reserved

18

Communicating with Emotion

SalesChannel
Europe

Energy

Enthusiasm

Body Language

Questioning

Listening

Note Taking

Sincere Interest

Emotions move people to action

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
2008 SalesChannel Europe SARL. All rights reserved

19

LEADING
CHANGE
20

MOTIVATIONAL
DRIVERS
21

SalesChannel
Europe

2008 SalesChannel Europe SARL. All rights reserved

23

SalesChannel
Europe

2008 SalesChannel Europe SARL. All rights reserved

24

The Psychology of Change*

Negative

Positive

SalesChannel
Europe

Positive
Present

Positive
Future

Sustain

Attain

Negative
Present

Negative
Future

Change

Avoid

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

www.primeresource.com

Present

Future
2008 SalesChannel Europe SARL. All rights reserved

25

SalesChannel
Europe

2008 SalesChannel Europe SARL. All rights reserved

Asking Questions in Colour

SalesChannel
Europe

White Questions Current situation

Facts, data & information

white snow: pure, cold hard facts

Green Questions

Black Questions

Red 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.

2008 SalesChannel Europe SARL. All rights reserved

27

SalesChannel
Europe

No one cares how much

you know, until they know
how much you care.
Ralph Waldo Emerson

2008 SalesChannel Europe SARL. All rights reserved

28

GETTING RESULTS
THROUGH
OTHERS
29

Close Knit team

30

Invisible

Observable

Questions Drive Our Actions

SalesChannel
Europe

The Outcomes

Results

Our Habits

Behaviours

Emotions

What We Feel

Thinking

What We Think

2008 SalesChannel Europe SARL. All rights reserved

The Conversation Directional Compass

SalesChannel
Europe

Philosophical
Conversation
Directional Compass
Problem
Focused

Solution
Focused

Detailed
2008 SalesChannel Europe SARL. All rights reserved

Asking vs Telling
Ask Tell Quadrants

Ask

Problem

SalesChannel
Europe

Solution

Tell
2008 SalesChannel Europe SARL. All rights reserved

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
36

Why Ask Questions?

SalesChannel
Europe

Uncover needs
Rational
Emotional

Identify Style
Create a Positive Impact
Learn

2008 SalesChannel Europe SARL. All rights reserved

37

Questions
SalesChannel
Europe

Closed Questions:

Open Questions:

Is

Who

Are

What

Was

Where

Were

When

Have

Why

Has

How

Will

Tell me about

Do

Give me an example

Does

Describe for me.

Can

Give me a wish list

Would

Please explain to me

Could

2008 SalesChannel Europe SARL. All rights reserved

38

Questions, Questions, Questions

SalesChannel
Europe

Questions Funnel

Broad Needs

Specific Needs

Leverage Questions

High Yield Needs

Drill down to find those high yield questions

2008 SalesChannel Europe SARL. All rights reserved

39

CURIOSITY
40

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

www.primeresource.com
2009 SalesChannel Europe. All rights reserved

41

3 - Level Questioning
SalesChannel
Europe

Question Area 1
1.

Question Area 2
1.

2.

Question Area 3
1.

2.
3.

2.
3.

2008 SalesChannel Europe SARL. All rights reserved

3.

42

43

TELL YOUR
STORY
44

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

2008 SalesChannel Europe SARL. All rights reserved

45

CREDIBLE
46

IN CREDIBLE
47

48

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

2008 SalesChannel Europe SARL. All rights reserved

49

Creating Ideas that Stick UNEXPECTED, STORY

SalesChannel
Europe

2008 SalesChannel Europe SARL. All rights reserved

50

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

2008 SalesChannel Europe SARL. All rights reserved

51

CREATE Insights
SalesChannel
Europe

The Brain
2008 SalesChannel Europe SARL. All rights reserved

52

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