How to sell a product or an idea to a customer

1. First, check this…

Before tabling your idea, run it through the

following checklist to be clear on its…

Viability – Can we easily carry out the idea? What are its risks and benefits? Can we market it?

Impact – What waves would the idea create in our organization? And beyond?

Cost – How much money do we need to find to carry out this idea, and can we afford that? Can we lower the cost?

Effectiveness – How well does the idea mesh with our goal or goals? Is now the right time for this idea? Can we simplify it?

Intuition – Do we feel this is the right idea for us? Does it appear to be the best idea for us? Is now the time?

– Communication Briefings

2. I’m glad you asked.

If you want a novel way to gain support for an idea

you’re presenting, consider this useful technique for a meeting:

Write ‘good questions’ on palm cards. Put each question in an envelope and, before the meeting, tape these randomly under chairs in the meeting room. If necessary, number the envelopes in logical order according to the question they contain. Make some questions humorous and some obvious. After you’ve delivered your basic message, ask those attending to reach under the chair and read their question aloud. The strategy clarifies your message and responses like ‘Gee, that’s a great question’ and ‘I’m glad you asked that’ keep the presentation light-hearted.

3. If… then…

To become more persuasive in the workplace, always get into the habit of using the words ‘if’ and ‘then’. Whether you’re trying to sell a new idea or a new car, the message that works is ‘If you will take this action, then you’ll get this reward….’

So, next time you’re planning to try to persuade someone, think about using these two words to get what you want. …