The Risk of Not Doing It
The reason for not doing an innovation is often the perceived risk of doing it. Somehow the large potential upside of a proposition does not weigh as heavily as the smaller potential downside. You can see this in yourself. Suppose you were offered a bet on an honest...
Handling Objections
When you begin making the argument for an innovation you will find, as you do in almost any sales situation, that the prospect offers objections to your idea. How do you handle this? The first step is an attitude: If your prospect is raising objections to your idea it...
The Complex Sale
In most significant innovations, one person cannot say yes by themselves. Not only do many staff groups and functions have a veto, but the big decision makers rely on advisors who can kill a deal even they have no authority of their own. Some of the people who need to...
Public Declaration
In the first post in this overall series of blogs on “How to Sell Your Ideas,” I spoke about the human tendency to reduce cognitive dissonance by changing one’s beliefs to make everything fit together neatly. Robert Cialdini’s tool of public declaration is...
Social Proof
Most people feel more comfortable adopting something if others are already doing it as well. This is social proof that it is a good idea. This bias to what others are already doing can cause a problem for new ideas. The work around for this is to discover things that...
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