WEB WORKSHEET
GETTINGYOUR RECOMMENDATIONS ACCEPTED WORKSHEET
286 SECTION 9 TOOLS FORLEADING ANDINFLUENCINGOTHERS
Step❶Establish
rapport and trust.❷Establish
business need.❸Present your
data and analysis.❹Sell your
best option.❺Deal with risks,
reservations, and concerns.❻Adapt plans, follow
through, and close.Answer these participant
questions:❑ Why are we here?
❑ Why should we trust you?❑ What specific business need(s) are
you addressing?❑ What is the logical basis for your
recommendation?❑ Which option best fulfills the
need?
❑ What are the key features of the
option?
❑ What are the benefits (from the
decision maker’s perspective)?❑ What concerns do we have about
the recommendation?
❑ How can we deal with these con-
cerns?❑ What are the next steps?
❑ Who else needs to be involved?Your presentation notes[☛7.5 Decision Making][☛5.9 Resistance]Copyright McGraw-Hill 2000. Original purchasers of this book are permitted to photocopy or customize this worksheet by downloading it from
http://www.books.mcgraw-hill.com/training/download.The document can then be opened, edited, and printed using Microsoft Word or other word processing
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