Overview: Is your message being heard?
- Idea should be succinct, clearly understood by anyone (no shorthand)
- Idea should be 15 words or less
- There should be no hesitation, check your non-verbals
- Make a bonding connection; make eye contact, smile, make people want to be around you by being pleasant and being on time
- They are asking you and you are providing answers to their questions
- Elevator speech – less than 10 seconds, should be 2-4 seconds
- When they ask how, always say For Example, or Such As
IDEA 1: IDEA DEVELOPMENT
- Define the problem
- Identify the circumstance or cause
- Provide at least 3 alternatives
- Do nothing
- The one you want and the only one you present
- A back pocket one you bring out only when asked
- Determine how each will be implemented
- Identify how the results will be measured
IDEA 2: YOUR ELEVATOR SPEECH
- Prepare a 2-4 second spiel
- You don’t want to be specific, you want to be intriguing
- Example of specific: I am a program manager developing USCIS supervisors.
- Example of intriguing: I provide a full curriculum of dynamic in person and online training opportunities.
- Example two causes the other person to ask the how?
- Your responsibility is to answer the questions they answer.
IDEA 3: STEPS
- Howard Garner’s work on 8/9 intelligences
- Are you empathetic?
- Are you self-aware?
i.We are so busy selling our ideas, we aren’t listening to the other person
- Make an emotional connection and then back up your suggestion with research
IDEA 4: TELEPHONE REACH (AKA COLD CALL)
Plan and rehearse
- Approach and position (Who you are; Why you are calling)
- Question and Qualify (Ask, “Am I talking to the right person?)
- Benefits and Validation
- Ask for an appointment
- Overcome any objections
- Validate all the details and close
IDEA 5: PRESENTING YOUR IDEA
- Background, no more than 3 minutes
- Review the current environment, your pressure point, important to you
- Define the opportunity present or problem to be solved
- Identify reason or cause
- Offer your best alternative
- Project benefits
- Illustrate resources required (finances, people, equipment)
- Ask for commitment
IDEA 6: SELLING YOUR IDEA IS NOT ABOUT SELLING YOUR IDEA, IT’S ABOUT SELLING RELATIONSHIPS – HOW?
- Not burning bridges
- Keep a great reputation
Reference: Jim Dawson
For a list of Sheila’s books, check out http://www.amazon.com/-/e/B003HWM3PI