Technical Managers - 5 Steps to Be More Compelling and Successful When You Sell Your Ideas Part 1

We are all organizational salespeople!

Arthur (Red) Motley, former Chair of People Magazine, was fond of quoting the thought-provoking and insightful comment, "Nothing happens until somebody sells something!"

We sell every day of our lives. Some do it as a career professional, and have the title of sales executive, account executive, business developer, etc. Technical managers sell as a matter of working through their day, trying to get things done and while making improvements. Here are some practical ways managers sell on a daily basis:

• Suggesting a new plan
• Selling others on a new process
• Suggesting a new policy
• Persuading others to make a decision
• Selling others on creating a pilot project
• Persuading others to make a change in operations
• Getting a budget approved

So how do managers go about selling these ideas? Some do it ineffectively - they see selling as winning an argument; or, they see it as "stating their views and letting the chips fall where they may"; or, they see it as overwhelming others with their logic (or loudness).
Others do it effectively - they see selling as building rapport and trust; or, they see it as developing receptivity in the other person(s); or, they see it as meeting needs, wants, and desires.

The effective selling of ideas requires a way of thinking and acting that develops understanding, belief, acceptance, respect, and trust

In this 5 part series of articles, I will reveal an influencing process, base on the 5 C's of Selling. Here they are:

1. Stage 1 - The Clarifying Stage
2. Stage 2 - The Collecting Information Stage
3. Stage 3 - The Connecting Stage
4. Stage 4 - The Counseling Stage
5. Stage 5 - The Commitment Stage

STAGE 1 - THE CLARIFYING STAGE
It is really important to clarify your idea in your mind. It is important not to go off in an impulsive manner and lose credibility quickly. The mental preparation in this stage sets a solid foundation and enhances personal confidence in your idea.

In this stage, you respond to these questions in order to build strong conviction in your idea:

• Do I have a clear goal statement for the idea? For example, "To convince the other managers to create a $2000 recognition budget by March 1st."
• Who might be an early supporter(s) of the idea?
• What factor(s) and circumstances create enthusiasm for the idea?
• What challenges does the idea pose?
• Is the idea feasible from a resources point of view
• What are all of the positive impacts of the idea?
• What are the likely objections to the idea?
• Does the idea fit in with our organizational values?
• Does the idea fill an organizational gap?

Working through these questions will be invaluable in this preparation stage. One of my favorite quotes regarding this stage, comes from Roger Staubach, former quarterback of the Dallas Cowboys - "Spectacular achievements are always preceded by unspectacular preparation!"

08 Sep 2008 06:37:04

ASIA MARKETS Asia markets stage broad rally - MarketWatch

Boston Globe ASIA MARKETS Asia markets stage broad rally MarketWatch - By Chris Oliver, MarketWatch HONG KONG (MarketWatch) -- Japan's Nikkei Average fronted a broad rally in Asian markets early Monday, with strong gains for ... Tokyo shares close higher after bailout of US mortgage giants - UPDATE

More details: http://marketwatch.com/news/story/asia-markets-stage-broad-r~.aspx

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