Gaining Support: 3 Examples
6 August 2012
Read by 1630 persons
Listening, marketing, networking... 3 assets to have, proof by example.
Marketing: present your point of view wisely
Example: as the head of organization in your company, you need to internally sell a "technical" solution (new waste treatment, ISO standardization...). The difficulty: your product is not very "sexy".
Answer: change your approach. Instead of trying to establish your credibility by describing the technical specifics of the product or service in detail, talk about the environment, sustainable development, corporate social responsibility. Your product becomes the embodiment of a new philosophy, positive for the overall image of your company.
Listening: know how to analyze the objections and needs of the other person
Example: you want to sell your manager a new work organization to be able to work from home 1/5 of your time.
Answer: you know that your manager has more of a results-oriented culture (positive point) but also likes to keep fairly close control over the work of their collaborators (potential objection). You will present the advantages of this new way of working in terms of time savings and efficiency for the company, while reassuring your manager about the execution methods: daily reporting by email, possibility of contacting you at any time (control requirement).
Networking: make it easier to access the decision-maker
Example: you need to convince your director of the need to change all the computer equipment internally. And you also know that this person greatly appreciates the financial director of your company.
Answer: arrange to use your network. Talk to the financial director and get their approval: they will become your first ally and legitimize your request...
Apec.fr
Posted on August 6, 2012.
Marketing: present your point of view wisely
Example: as the head of organization in your company, you need to internally sell a "technical" solution (new waste treatment, ISO standardization...). The difficulty: your product is not very "sexy".
Answer: change your approach. Instead of trying to establish your credibility by describing the technical specifics of the product or service in detail, talk about the environment, sustainable development, corporate social responsibility. Your product becomes the embodiment of a new philosophy, positive for the overall image of your company.
Listening: know how to analyze the objections and needs of the other person
Example: you want to sell your manager a new work organization to be able to work from home 1/5 of your time.
Answer: you know that your manager has more of a results-oriented culture (positive point) but also likes to keep fairly close control over the work of their collaborators (potential objection). You will present the advantages of this new way of working in terms of time savings and efficiency for the company, while reassuring your manager about the execution methods: daily reporting by email, possibility of contacting you at any time (control requirement).
Networking: make it easier to access the decision-maker
Example: you need to convince your director of the need to change all the computer equipment internally. And you also know that this person greatly appreciates the financial director of your company.
Answer: arrange to use your network. Talk to the financial director and get their approval: they will become your first ally and legitimize your request...
Apec.fr
Posted on August 6, 2012.
