Introducing a new idea

Thanks to all the associates that gave me this information from a variety of sources. Or learned by sheer determination how to accomplish a task.

Sales Wisdom from the very successful

Introducing new ideas to others checklist Present yourself as a credible messenger of change

Come prepared

Look & Act prepared

Use peer to peer approach, regardless of their stature

Include stories of success

Bring something to leave behind for them

Listen firstTake the time to understand the situation and how those involved

are invested in it.

Ask for their willingness to hear your proposal

Insight and Perspective

Let them know you value theirs

Build understanding

How the new idea is compatible with, or an enhancement to the existing way they are approaching their business

6/5/09-1

Keep it simple

Use familiar words, avoid complexity, Industry jargon,trendy or unfamiliar terms

An easy to understand, step by step example

How the new idea will work

Invite them to consider one step at a time as you present it

Their initial cost

Time, risk, personal energy for engaging in must be less than what it would be to remain the same

Propose a first step

Activity or action

Solicit an agreement

to take the next step

6/5/09-2

Creative Prospecting Ideas

Face the brutal facts

It is what it is

Detach yourself from the outcomeProspects know when your desperate

Be certain

What you allow yourself to become

Touch points Your manner

Dress code

Phone messages

number of rings

Clear brandingEverything you present and leave behind has multiple and clear contact information

6/5/09-3“Except this time”

Does your sales presentation need workEstablish rapport

Introduce yourself and make sure you know who your talking with and is anyone else present

Chat about whatever sequence of events that got you together

Determine their needs

Repeat what you already know

Start asking questions, these should include all that you need to write a proposal

Explain how you can meet their needs

Use specific examples to illustrate your explanations

Answer their questions

Respond specifically how you can helpAsk for the business

Don’t leave this step out even if you know they need a proposal first

Decide on next step

Be sure you know what happens next