Selling Your Ideas to Key Stake Holders in Venue Management Today. Influence, persuade and convince others to change their thinking and move them to take action
15. Question: What is Persuasion?
Persuade = Influence to take to action
Convince
• Accept • Buy in
• Agree • Commitment
• Change mind • Commitment to
• Move position take action
Thinking Behaviour
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34. CREATE Insights
CR/EA/TE*:
CR – Current Reality
EA – Explore Alternative realities
TE – Tap into their Energy
*based on ideas from David Rock
*based on ideas from the book Quiet Leadership by David Rock
54. Creating Ideas that Stick
Persuasive (sticky) ideas:
Sticky = understandable, memorable, and effective in changing
thought or behaviour
Six Principles:
• S - Simple
• U - Unexpected
• C - Concrete
• C - Credible
• E - Emotions
• S - Stories
*Based on ideas from the book: Made to Stick, by Dan and Chip Heath
58. Creating Ideas that Stick
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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*Based on ideas from the book: Made to Stick, by Dan and Chip Heath