Successful Engagement: How to Convince People to Use Your Ideas

1. Successful Engagement: How to Convince People to Use Your Ideas Larry A. Marks Chief Operating Officer, Senior Executive Vice President Republic Bank of Chicago lmarks@republicebank.com

2. Sell Your Ideas • Why do people buy…..anything? • Is selling more about you or them? • What are their goals? • What are yours?

3. Sell Your Ideas • Ok, you understand the concept, Sell me something.

4. Sell Your Ideas • A manager must deal with their ideas as though they are a doctor. Two primary functions: diagnosis then treatment • The "vendor" approach focuses on the treatment. No diagnostic skills so can't ally themselves with the prospect's view. • Any doctor can write any prescription. The key is not the ability to write the prescription, it is to determine the CORRECT prescription.

5. Sell Your Ideas • Planning for the “presentation” should include: • Background on the “prospect” (boss, peer, subordinate, client, friend, spouse, etc.) • Background on the situation the prospect faces • Background on the prospect’s needs • A review of any special needs of the audience • Keep asking yourself as you plan, “So what?” If you can’t answer it, neither will the prospect

6. Sell Your Ideas • Commonly missed issues • Political issues in the company or boss’s job • Hidden agendas • Different perspectives (you don’t see the big picture) • Backstabbing, jealousy • More backstabbing • A bit more backstabbing

7. Sell Your Ideas • Consider what it will be like to sit and listen to this from the prospect’s point of view. If you don’t, it can be: • Confusing. They may not understand the point • Repetitious. When you don’t plan, it’s easy to ramble • Boring. The worst crime after dishonesty • Hard to remember. Be distinctive • Cold. One-way presentations (no interactivity) are not compelling

8. Sell Your Ideas • Your goals are: • Be persuasive. Your ideas must be compelling and demand action • Be memorable. A week later they must remember what you said and why you said it • Create an emotional link. Show them that you care

9. Better Decisions Increased Revenues Issue Resolution / change Cost Reduction Cost Avoidance Increased Productivity Management Support Speed Problem Avoidance Public Recognition Error Minimization Reduce Losses Public Image Sell Your Ideas Focus on Benefits – Idea Check List

10. Sell Your Ideas • Objection Handling – objection avoidance • Your goal is NOT to handle the objection, it is to get around it • Success in objection handling is gaining permission to proceed • Don’t confuse customer service with objection handling • Don’t argue • The power of an apology is massive

11. Sell Your Ideas • Verbal vs. Projected (PowerPoint) Presentations • When do I make a verbal presentation vs. projected? • When do you make your key points? • How much material can you cover? • What handouts/reminders should I have? • What follow-up is appropriate? • When do I discuss the budget? (people, $, time)

12. Sell Your Ideas • If you use a projected presentation (PowerPoint) • Figure 6 slides per hour – 1 slide every 10 minutes • No more than 6 bullet points on a slide • Use only one or at most two fonts • Beware of “transitions” • Use a dark color background and light color font • See how hard it is to read red? Stay away from red

13. Sell Your Ideas Questions? Larry A. Marks Republic Bank of Chicagolmarks@republicebank.com