Sell To Your Boss

Selling skills aren't just for sales people. You too can benefit from learning and applying them in your home life, and at work.

In a must-read article, Michael Hyatt, the Chief Operating Officer of a large publishing firm, offers tips on getting your boss to agree to your plans:

I urge you to read the full article, now. Here's an abridged version:

   Selling your boss is critical to your success. If you can’t get your boss’s approval when you need it, you are not going to go very far in your career.... Here are six keys to getting your boss to say yes.

1. Meet your boss’s needs. The boss doesn’t care how this will make your life easier.... He’s concerned about his needs and the needs of the company... frame your proposal in these terms.... if your proposal promises to [aid those]... you’ve got [his] ear. If not, you’re likely dead before you start...
2. Pick Your Battles. Don’t take a swing unless [you're] confident [you'll] hit the ball. You will develop a reputation [that] will actually make it possible to pre-sell your boss before you ever say one word. He’ll be thinking, If John is recommending this, it is worth seriously consideration... he has thought it through and asked the tough questions.
3. Do your homework. [think through and summarise the recommendation, the background info, the rationale, the timetable for implimentation, and the financial impact.]
4. "Bullet proof" your proposal. First, think of every question your boss could possibly ask...Make sure each key question is answered in your [briefing]. Play devil’s advocate. [Plan how to handle every objection. Write it on a crib sheet.]
5. Make the pitch. Schedule a time to make the pitch ... when your boss is likely to be the most receptive. Maintain eye contact. Stay alert to the signals. Re-state the recommendation. Know when you are done.
6. Accept responsiblity for the outcome. If your boss says, "no," go back to your desk and engage in a little post mortem analysis. What went wrong? What could have been stronger? Where were you unprepared? How can you do this better next time?