Selling Your ldeas

( Conrinued from page 58 ) outcomes can actually occur. Build your business case by citing examples and case studies. Use body language, gestures, and voice inflection to help your listeners get the picture. Walk people through the process you are proposing. Physically or virtually show what they are currently doing versus what you want them to do to highlight the difference.

Overcome objections. Anticipate as many objections as possible before your presentation, but don't be afraid of them. Most objections are an attempt to get more information. Objections help you answer questions that your audience may be wondering about, such as, "Why should I care?" and, "What's in it for me?"

Turn objections to your advantage by responding with answers that help your audience see things differently. Use questions to provoke thought and to have your audience convince themselves that your idea is solid and rvill work. If someone says, "We tried that l0 years ago and it didn't work," ask in return, "Has management, or the market, changed in the past l0 years?

Why is now not the right time?" Then be quiet and listen carefully. The answers rvill reveal the concerns you need to resolve before you can finish your presentation.

5. Close the Deal.

It's up to you to make sure that a decision is made, so ask for it. If they say, "We'll get back to you," ask, "ls there any part of my proposal that you don't agree with?" Then address any remaining issues.

business. Everything you do and say makes an impression. You can make changes happen with enough time, courage, and commitment. The process will not only enhance your self-esteem. it will reap positive rervards for you and the organization.

- Jim Dawson, managing partner of ADI Performance, trains professionals in the successful strategies of leadership, communications, and management. He can be reached at (770) 640-0840 or j

If your audience needs time to think, or if you submitted your proposal in writing instead of making a 1 presentation. ask when the decision \ rvill be made and let them know that you will follow up. Find out whom you should get in touch with 3ndwhen.

If during the decis.ion making / process they try to negotiate with you, remember that wants can be negotiated arvay, needs cannot. If you insist on rvhat you believe is needed and give in on the other. you can win the negotiation.

6. Reap the Rewards.

The key to selling your ideas is to remember that vou are in the sales

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