Whoever we are, whatever our profession, the skills to sell ideas are important things that should be under our control. In an era of increasing competition and changes continue to occur, of course, good ideas need to be stimulated in every organization. However, it often happens, good ideas die before they grow simply because we are not good at making it heard and supported.
Many people can not sell his idea. Some rejected the idea of fear, others because they do not want to spend time and energy to prepare an effective presentation of ideas. There also does not know that the idea must be sold.
To make the idea can be sold, it takes special effort. Often times the effort to sell the idea becomes even greater as compared to building her own idea. We must be able to explain our ideas very clearly. Do not expect people will accept our ideas if they do not understand it. The ideas could be tested should be tested. An idea that has been tested to be much more convincing than those not tested. Below are some tips for selling ideas.
Determine Credibility
When evaluating an idea, usually people tend to see: who proposed this idea, whether he is competent in his field, and what experience he had before? Is this person honest and open, or is there a hidden?
When the experience and credibility we have not awakened, it helps us to find someone with more experience to evaluate, give feedback, and be the one who will bring our ideas to the people who need to be convinced.
Wrap with Convincing Narrative
People usually do not just look at the numbers behind an idea, but also the story behind the idea. Wrap with narrative ideas that are relevant to contemporary events, especially in the warm environment of the organization concerned. For example when the organization recently lost market share, this is usually the center of attention of the leaders. If our ideas can help make the company win back market share, of course, the idea would get more attention.
Building a strong narrative, which shows how our ideas will solve problems that are relevant and important in an organization, will help make our ideas accepted. Give something that is easily remembered and discussed.
Idea Map of The Decision Makers
Decision makers will look at our idea of perspectives. Therefore, the idea should be presented in such a way as to answer the needs of the business in question. Surely it would be very helpful if we knew the people who will evaluate our idea: how his temper, his talents, and their preferences. By putting ourselves in their shoes and try to imagine how we react when there is in their position, we can anticipate and answer the objections that may arise.
The evaluator also usually see an idea from the standpoint of his position. When we talk with the manager of ICT, then put the emphasis on technical issues. Conversely, when we talk to managers, we focus our discussion on how to address the needs of our ideas to control costs.
A major decision usually involves a team of senior leaders, each with expertise. Our job is to answer the focus of attention of each of these assessment team.
In general, below are the focus of attention of each of the senior leadership:
• Chief Executive Officer: Is this idea will increase firm value?
• Chief Financial Officer: its Return on Investment (ROI) like what?
• Chief Operating Officer: Can this idea be run?
• Chief Information Officer: Are its ICT systems can run this idea?
• Chief Marketing Officer: Is the market can understand and accept this idea?
• Chief Sales Officer: Is the customer will buy it?Handle Potential Risks
Do not take lightly the potential problems that could arise. Anticipate the problems of early and be prepared with a convincing response. We can ask the opinion of the people who we trust to give input on the stumbling block that may arise.
For example, if we get input, "This idea has been done before, but no way". Be prepared with answers about the difference between our idea with the previous one, and describe exactly what factors and circumstances that make our ideas are more likely to succeed.
If there is the potential rejection factor, who fear high costs, then we need to prepare a spreadsheet how our ideas can be included in the budget has been allocated. One way to reduce risk is to start with a pilot program.
Idea to Build Momentum Moving Forward
Throughout the present ideas, consider the reaction of each decision maker. Make sure their doubts answered properly. If unresolved, agree on a follow-up will be done to answer it.
At the end of the presentation, extracted the key points, benefits could be achieved with our ideas, needs that exist or can be built that will be answered with our ideas, as well as the idea of the reasons why we deserve to be realized.
When we got the green light, get a deal next stage. Do not let the momentum that has built a crude again. We need to never give up, but keep it polite and patient. Do not let our ideas be rejected just because we looked too hard.
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