How can I sell a new idea to my team?

I feel like this is a difficult time to push for new things at work. Everyone seems to feel it’s a time to STOP spending, developing and marketing.

I have a couple of great new approaches the business could benefit from – and would love to hear any quick tips to sell some fresh ideas.

I heard at a recent seminar that businesses that invest in marketing and product development during a recession do better than their competitors, and for three years afterwards.

Here are some quick points:

1. Be committed yourself
Have a goal and want to achieve it. Personal commitment shows! Be committed to your organisation.

2. Less is more
Be succinct – one sentence descriptions. Be ready to sell the idea over the phone.

3. Know the benefits
Who is your audience? Know what they need, why your idea is important. Match benefits to the audience – use open-ended questions.

4. Build coalitions of support
Identify who will be interested. Political dimensions, make powerful contacts. Be prepared to modify the idea.

5. Use multiple senses
Use a range of techniques, such as laptop demos, tangible experiences – test drives, show a sample, tell stories, suggest to your people “close your eyes… imagine”.

6. Use logical sequence of questions
Questions ensure involvement, so remember that: Open-ended questions gain helpful cues; closed questions obtain facts; leading questions paint scenarios.

7. Show passion and conviction
Body language, tone of voice, can show your passion more than your actual words. Express your personal commitment – don’t keep it to an impartial third person. Your enthusiasm will be contagious.

8. Anticipate objections
Expect objections, so be prepared with answers – testimonials, examples. Don’t avoid or cover up – possibly even raise the obstacles yourself and have good answers.

9. Read body language
Look for those great nods, smiles, agreement, and work with your allies. If people are confused, concerned, show negative body language – deal with audience attitude, ask questions to bring out specific concerns.

Good luck! 

Click here to see the video How to sell an idea.

Eve’s short film (a webisode pilot) Family Secrets is in the final two of an online Hollywood film festival competition – up against 22 US films and two UK films. (To see it you need to register to get a validation email with a click to view/vote.)

Eve Ash is founder of Seven Dimensions the co-producer of How to Sell a New Idea a program in the best selling series TAKE AWAY TRAINING, www.7dimensions.com.au  and author of Rewrite Your Life! (Penguin 2003).

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