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BEING ESSENTIAL. proposing technology solutions to a business audience. louis richardson – storyteller & enthusiast, social smarter work - @inter_vivos. most disclaimers are lame but you should know…
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BEING ESSENTIAL proposing technology solutionsto a business audience louis richardson – storyteller & enthusiast, social smarter work - @inter_vivos
most disclaimers are lamebut you should know… the views and opinions expressed in this session are mine and do not necessarily represent those of IBM. any references to IBM presentations, either living or dead is purely coincidental.
are you TECH or LOB? if you were going to attend a dinner party and had the opportunity to sit next to a Director of HR or a Director of IT, which would you choose?
CONCEPTUALAGE relates to function listens to argument tendency to focus swayed by logic change is serious relates to design listens to stories tendency to blend swayed by empathy change is fun INFORMATIONAGE from Daniel Pink’s “A Whole New Mind”
SURPRISE! You’re inSALES!
to sell is to move others you’re in the moving business
GUIDELINE #1 people don’t like to be sold to…but they love to buy! Jeffrey Gitomer
top adjectives & interjections peopleoffered when thinking of “sales” or “selling”
when you think of “sales” or “selling”, what’sthe first picture that comes to mind?
GUIDELINE #2 start with “why”
we make decisions with ourHEART and we justify them with our MIND
tug on the heart and the wallet will pop out
tug on the heart and the wallet will pop out PROOF: what is the “close ratio” of kids?
one way we try to “sell” technology solutions is with proposals, presentations and demos
why do you doproposals, demos or presentations? to get the audience to believe something you believe
GUIDELINE #3 know what they currently believe and what you want them to believe
what do they currently believe about the technology solutionyou’re proposing?
how would their beliefs need to change to align with what you are proposing?
how would their beliefs need to change to align with what you are proposing?THAT is your TARGET
GUIDELINE #4 care about them
be provocative people don’t care how much you know until they know how much you care. be the doctor in the room.
differential diagnosis ask “what if” questions about their current state make them think
guideline #5 use your time(and their time)wisely
you’ve been given the privilegeto give a 20 minute presentation/demo to<LOB sponsor title>on the topic of<technology solution>
given your goals, how much time would you spend on: you . history? . facts & statistics? . features? . ----- what else to add? .
how does your current presentation or demo stack against your goals?
how much timeI would spend on: you 0 . history? 0 . facts & statistics? 0 . features? 0 . ----- what else to add?
my “what to lose” this is my opinion and is based solely on my experience “moving people”
lose: fact-filled text laden slides turn them into stories. make them emotive and credible