【正文】 the style of your client. ?Group ?Make sure that you cover all styles in the group. If you don39。t some will feel excluded. How to Develop Trust Exercise: Paperclips Revisited ? Five ? Step ? Model Act Adopt Present Prepare Plan ?You can never bore someone into buying your idea ? Five ? Step ? Model Act Adopt Present Prepare Plan Accept Understand Listen People are More Likely to Listen to Someone who: ? They respect and trust. ? Is enthusiastic. Believes in the idea. ? Given them an idea they value. ? Speaks in a language they understand. ? Makes them feel fortable. ? Dresses and behaves in a way that is generally in keeping with their expectations. ? Presents in a lively way. ? Knows when to stop. ? Is clearly anised ? Shows the idea clearly ? Explains and interprets it ? Emphasises key and difficult points ? Brings the points to life ? Encourages and responds to questions Listeners are more Likely to Listen to a Presentation that: Active Listening Version 5/96 ?Send reinforcements ?we39。re going to advance Send three and four pence we39。re going to a dance Confusion Loss of detail Substitution Filters Misinterpretation Add ition ORIGINAL LISTENING DISTORTION RECEIVED Distortion ?Active Listening Tracking words Drifting in and out THE KEY IS TO LISTEN APPROPRIATELY Level of Listening ? Hearing with half an ear ? Giving into day dreams and fantasies ? Exploring tangents ? Zapping ? Essentially passive Drifting in amp。 out ? Appearing to pay attention and listen intently ? Hearing words but not making the effort to understand the speaker39。s intent ? Really only slightly concentrating ? Making a bit of an effort ? The yes dear syndrome Tracking words ? Paying attention ? Listening non judgementally ? Trying to read the intention ? Understanding the feelings ? Processing what is being said ? Noting ? Checking back ? Physical signals ? Eye contact Active Listening Agency Attention Level Time Agency Attention Level Time X Agency Attention Level Time X X Agency Attention Level Time X X X X X X The Rehearsal Curve ? Paying attention ? Listening non judgementally ? Trying to read the intention ? Understanding the feelings ? Processing what is being said ? Noting ? Checking back ? Physical signals ? Eye contact Active Listening X X X X X X N N N N N Defeating the Rehearsal Curve ? The work you39。ve just sold deserves the highest level of listening. ? Listen actively and nonjudgementally to your client39。s response. ? Force yourself to take notes of key points and then return quickly. ? Avoid surfing the rehearsal curve. Listening: Summary ? They judge that the presenter really cares about their business ? The idea seems right because of the support offered ? Major concerns have been satisfactorily addressed ? Their input has been incorporated in some way into the idea People Are More Likely to Accept Ideas when: ? Five ? Step ? Model Act Adopt Present Prepare Plan ? They are asked to act on it ? The action required is not too much trouble ? They have previous positive experience with the originator of the idea ? It meets their needs better than other options ? The benefits to them outweigh the risks ? They will be part of the implementation process People Are More Likely to Act on an Ideas when: What we bring What is expected Preparing the way What we bring What is expected Find ways to reframe expectations Find ways to presell the idea Preparing the way Questions What we bring Concerns Need for reassurance Queries Preparing the way ? Anticipate ? Think through ? Prepare Most are highly predictable Questions What we bring Concerns Need for reassurance Queries Preparing the way ? Know who they are ? Know what we want from them ? Have decided our core idea and supports ? Have worked out how to prepare the way ? THEN WE ARE PREPARED TO GO OUT AND FIGHT THE REAL ENEMY Once we? ... ?Ourselves ? The frame of Buying ? Impeccable logic ? Energy amp。 enthusiasm ? Be Yourself Act Adopt Present Prepare Plan ?Know when to stop ? In the beginning was the idea ? Idea 是一切的起源 Our Simple Selling Model 一廂情愿的販賣模式 Sell hard 努力賣 ! To a deeply grateful client 給一個非常 激賞你的客戶 The Frequent Result 常有的結果 The Client savages 客戶 殺人鯨 Us and the idea 撕裂我們 和 idea ? Simplistic ? 簡易 ? and ? 但 ? Risky ? 高風險 ? Model Act 行動 Sell 販賣 Selling Selling If the idea isn‘ t bought, we have all wasted our time 如果 idea沒賣掉 , 我們都浪費了時間 ? IS WEL2 7/96 ? Five ? Step ? Model Act Adopt Present Prepare Plan FOUR BASIC QUESTIONS ? What question are we addressing? ? What is our main message in answer to the question? ? What are we trying to do? ? Inform? ? Persuade? ? Reassure? ? Inspire? ? Entertain? ? What do we want the target audience to do as a result? Act Adopt Present Prepare Plan Structure the munication Define the target audience Determine the objectives What are we trying to do? ? * Give information * Gain agreement ? * Obtain information * Spur action ? * Build understanding * Ne