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How to Sell A New Idea
This title is part of the Take Away Training Series
Duration: 15 minutes
Synopsis

Learn ten easy steps to present new ideas successfully to teams, managers, clients, media or investors.

Key Learning 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 description
• Be ready to sell the idea over the phone

3. Know 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 - powerful people
• Be prepared to modify idea

5. Use multiple senses
• Use range of techniques, eg. laptop demos, tangible
• experiences - test drives, show a sample, tell stories, "close your eyes... imagine"

6. Use logical sequence of questions
• Open-ended questions - gain helpful cues
• Closed questions - obtain facts
• Leading questions - paint scenarios
• Questions ensure involvement

7. Show passion and conviction
• Body language, tone of voice
• Express your personal commitment

8. Anticipate objections
• Expect objections
• Be prepared with answers - testimonials, examples
• Don't avoid or cover up

9. Read body language
• Nods, smiles - agreement
• Confused, concerned, negative body language - deal with audience attitude, ask questions

10. Close the sale
• Use positive assumption
• Move ahead with questions - "When could we start?"
• "Who do we need to work with to make this happen?"
• "Which budget?"

11. Over-selling
• Ignoring body language - going on and on
• Boring, pushy
• Golden rule - less is more

Package Description
DVD
Recommended Audiences
  • Sales Staff
  • Managers
Distributed in the following format(s)
  • DVD
Available in the following language(s)
  • English
Media Type
 Video Recording
Presentation Style
  • Interview
STOCK CODE
TAT66
ISBN
9781921909597
Published
Melbourne
Filming location
Australia
Release year
2001
Remastered year
2006
Copyright owner
ClickView
Publisher
Seven Dimensions