I’ve got to persuade my boss to follow a strategy in a meeting that’s coming up. How can I persuade him quickly that what we need to do is a good idea?
Go for the PROEP Model of persuasion
Proposal (Outline): We need to bring in more Sales people alongside the Tech teams for Calypso.
Reasons (3 max!): We’ll have easier access to a large market.
Objections (inc. cost, time, effort. Remember to build in a way of countering those objections): I understand that the upfront costs may seem off-putting. Although many of our teams are great on-site, they’re not up-selling and cross-selling at the rate we’d like. We’d get more business with less hassle with a specialist or two.
I know that many Sales people brush the IT teams up the wrong way but with someone who’s got a proven record at winning business in our sector and sells our skills accurately, we’d see profits without the pain. I can get in touch with xxxx Recruitment that could find just the right people for us.
Evidence: [Our Competitor] has had a dedicated team just selling Murex services to the finance sector. Although they started 8 months ago, they’ve seen xxxx% profit in the last 6 months.
Proposal: So, in my view, taking on more Business Development expertise could potentially double our profits within half a year.
Just a note about ‘Evidence’: This depends on how any one individual tends to be persuaded. Consider that any of the following points could be evidence:
- Something similar you’ve achieved before;
- Something someone else has achieved before;
- Statistics: projected or otherwise.
- The sight of something – a picture/walkabout etc
- Pointing out what can be avoided or what can be gained by following a particular course of action.
There are more but this will cover most persuasive arguments.
Making a suggestion which shows recognition of any objections and how you could counter them will fend off much of the hesitation to proceed and allow you to put a plan into action quicker.