Projects, programs and careers turn on

the difference between "no" and

"yes."

Yet selling ideas - Yet selling ideas - especially the kinds especially the kinds of ideas that make of ideas that make organizations work organizations work - is a skill shrouded - is a skill shrouded

in mystery.in mystery.

Part emotional Part emotional intelligence, intelligence, part politics, part politics, part rhetoric part rhetoric

and part and part psychology.psychology.

Best Best PracticesPractices

39%39%

People working in any People working in any group from the largest group from the largest Fortune 500 company to an Fortune 500 company to an entrepreneurial startup entrepreneurial startup benefit from improving benefit from improving their skills at the art of their skills at the art of persuasionpersuasion …

Influencing others in Influencing others in your organization to your organization to accept and act on your accept and act on your ideas is a fundamental ideas is a fundamental challenge that never challenge that never goes awaygoes away

Competition for project Competition for project dollars is tough, dollars is tough, developing the skills to get developing the skills to get buy-in for new products, buy-in for new products, projects or processes projects or processes becomes an essential for becomes an essential for those who want those who want quick quick advancementadvancement

How Soon Adults Forget•1 hour: 1 hour: 55% loss55% loss

•9 hours:9 hours: 62% loss62% loss

•31 days: 31 days: 80% loss80% loss

http://btodd.com/NMA.html

“ “ 80% of Your 80% of Your Success Comes Success Comes From Attitude From Attitude And Only 20% And Only 20%

From Aptitude”From Aptitude”

““The number one problem The number one problem that keeps people from that keeps people from winning in the North America winning in the North America is a lack in belief in is a lack in belief in themselves and their themselves and their ideas”…ideas”… A.L. Williams

ProfessionaProfessional l

PersistencePersistence!!

“ I Miss 100% Of The Shots I Never Make”

You Have To Touch A New You Have To Touch A New Decision Maker At Least 8 to Decision Maker At Least 8 to

11 Times11 Times• 1.8 = Average1.8 = Average• 44% Stop After 144% Stop After 1• 24% Stop After 224% Stop After 2• 14% Stop After 314% Stop After 3• 12% Stop After 412% Stop After 4• 4% Stop After 54% Stop After 5

“ “ What separates the What separates the successes from the successes from the failures is the ability failures is the ability to carry on when the to carry on when the clients say no.”clients say no.”

Pre Sell

Studies suggest that Studies suggest that even uncomplicated even uncomplicated

decisions require decisions require contact with an average contact with an average

of five people in most of five people in most organizations and organizations and complex decisions complex decisions

usually involve as many usually involve as many as 20 people.as 20 people.

The Art of Woo

Successful managers do the

things their competitors

don’t like doing

Feel-Felt-Feel-Felt-FoundFound

Influence and persuasion are less about arguing and

more about removing obstacles

WIIFM

1.Make a point1.Make a point

2. Tell a story2. Tell a story

78% of executives slept through a presentation in the last month

Conclusion = Conclusion = Your 3 to 4 Your 3 to 4 Key PointsKey Points

http://search.barnesandnoble.com/Life-Is-a-Series-of-Presentations/Tony-Jeary/e/9780743251419/?itm=1

The EndThe End