Posted in presentations

Selling Your Ideas

Overview: Is your message being heard?

  1. Idea should be succinct, clearly understood by anyone (no shorthand)
  2. Idea should be 15 words or less
  3. There should be no hesitation, check your non-verbals
    1. Make a bonding connection; make eye contact, smile, make people want to be around you by being pleasant and being on time
  4. They are asking you and you are providing answers to their questions
  5. Elevator speech – less than 10 seconds, should be 2-4 seconds
  6. When they ask how, always say For Example, or Such As

IDEA 1: IDEA DEVELOPMENT

  1. Define the problem
  2. Identify the circumstance or cause
  3. Provide at least 3 alternatives
  4. Do nothing
  5. The one you want and the only one you present
  6. A back pocket one you bring out only when asked
    1. Determine how each will be implemented
    2. Identify how the results will be measured

IDEA 2: YOUR ELEVATOR SPEECH

  1. Prepare a 2-4 second spiel
  2. You don’t want to be specific, you want to be intriguing
    1. Example of specific:  I am a program manager developing USCIS supervisors.
  3. Example of intriguing: I provide a full curriculum of dynamic in person and online training opportunities.
  4. Example two causes the other person to ask the how?
  5. Your responsibility is to answer the questions they answer.

IDEA 3: STEPS

  • Howard Garner’s work on 8/9 intelligences
  1. Are you empathetic?
  2. 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

  1. Approach and position (Who you are; Why you are calling)
  2. Question and Qualify (Ask, “Am I talking to the right person?)
  3. Benefits and Validation
  4. Ask for an appointment
  5. Overcome any objections
  6. Validate all the details and close

IDEA 5: PRESENTING YOUR IDEA

  1. Background, no more than 3 minutes
  2. Review the current environment, your pressure point, important to you
  3. Define the opportunity present or problem to be solved
  4. Identify reason or cause
  5. Offer your best alternative
  6. Project benefits
  7. Illustrate resources required (finances, people, equipment)
  8. Ask for commitment

IDEA 6: SELLING YOUR IDEA IS NOT ABOUT SELLING YOUR IDEA, IT’S ABOUT SELLING RELATIONSHIPS – HOW?

  1. Empathy
  2. Not burning bridges
  3. Keep a great reputation

Reference: Jim Dawson

~

For a list of Sheila’s books, check out http://www.amazon.com/-/e/B003HWM3PI

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Author:

Dr. Sheila Embry is a govie, author, pracademician, sister, aunt, cousin, and friend who loves to read, write, think, and laugh. Many of her blog postings are summaries or excerpts of books that she read and wants to share to encourage others. An author with more than 25 years experience within the legislative and executive branches of the U. S. federal government holding 3 accredited degrees: Doctor of Management in Organizational Leadership, Master of Arts in Human Resources Development, and Baccalaureate of Business Administration, she believes in continuing learning both on and off the job. She has been recognized with multiple professional and writing awards for her peer-reviewed, publications. Click the bibliography page above for a listing of all the publications.

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