Selling Your Ideas
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Have you ever had a stakeholder tell you no? Have you had to persuade someone that e-learning was not the solution? Most learning and development professionals would claim that L&D has nothing to do with sales. While we may not be selling vacuum cleaners door to door, each of us use sales tactics daily to advocate for our ideas. In this session, we will evaluate the role and use of sales strategies in training and development, as well as how to apply them to your role within your organization.
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Selling Your Ideas
- 1. Selling Your Ideas TICE 2019 Conference Taryn Hess, Ph.D. Senior Instructional Designer
- 3. Daniel Pink Author, To Sell is Human https://www.danpink.com/ Sales is… “the ability to move others to exchange what they have for what we have”
- 4. Jonathan Fields Good Life Project Founder http://www.goodlifeproject.com/ “We’re all in sales all day long, whether we want to acknowledge it or not. We’re selling ideas, images, possibilities, and more. We may not think about it as sales, but just swap money for attention, energy or any other valued “resource”… and we’re all selling a good chunk of our time.”
- 8. How would you answer: 1. What is “Instructional Design”? 2. Why do I need you when I have a SME? 3. What is your process? 4. How long does it take to develop training? 5. How will you ensure success? 6. What value do you bring to this project? SELLING OUR VALUE
- 10. Qualifying Questions 1. Do you have a budget? 2. Are you the decision-maker? 3. Will this person make the decision on my timeline? 4. Who are the Stakeholders? 5. What is the timeline? 6. Is it training? What data do you have to support this? + Project specific questions
- 12. • Why isn’t your current provider/vendor working for you right now? • What are the characteristics of the best meal you've ever had? • What does it feel like when your monthly paperwork gets totally out of control? • Which one of your teachers would survive a zombie apocalypse? IMPACT QUESTIONS
- 13. SMEs NETWORKINGCONSULTING • If you could focus more resources on one problem, what would it be? • What would happen if we did nothing? • What does success/failure look like for you? • When you think about L&D 5 years from now, what do you envision? • If you had no resources, what would you create? • How does your product provide a differentiated approach to X? • If X happened, what impact would it have? • How does this content best support learner’s ability to do X? • If you could change anything, what would it be?
- 16. • What objections do we face as Leaders in L&D? • How can we be prepared to handle these? Objection: This is a training problem. I need an eLearning! Potential Responses: • Establish the problem. Then ask “Why” until the root cause is determined. • Explain potential solutions based on root cause HANDLING OBJECTIONS
- 17. • Encourage discussion • Clarify for understanding • Confirm what you’ve heard • Respond with an answer and solution • Appreciate the perspective of the Client HANDLING OBJECTIONS TIPS
- 22. • Paint an entire picture - beginning, middle, and end • Impact or WOW moment • Remember to do/not do something • Play into emotion • Consider what you want your audience to know • Starter Ideas: processes, statistics, news, project, job experiences, stakeholders or SMEs STORYTELLING TIPS
- 25. • How to reel them in with a boffo opening line https://www.inc.com/craig-wortmann/how-to-reel- them-in-with-a-boffo-opening-line.html • 15 ways to start a conversation at a conference https://www.forbes.com/sites/darrahbrustein/2018 /04/01/15-ways-to-start-a-conversation-at-a- conference-without-feeling-weird/#662972433b39 • How to work a room like you know everybody in it https://thetab.com/2016/03/18/work-room- everyone-80782 • Video: To Sell is Human http://www.goodlifeproject.com/dan-pink-sell- human/ MORE STUFF: