Your proposal was brilliant, youir logic unassailable, your argument impassioned. So why didn't your CEO buy your proposal?
Chances are, you took a one-size-fits-all approach to ersuasion. But different executives use different styles when deciding whether to accept an idea: Each wants certain kind of information, at specific steps in the process.
One decision-amking style isn't better than another. But to tip the outcome your way, you must undertand your listerner's preferences - then tailor your persuasive efforts accordingly.
Charismatic: Easily enthralled, but baseds finally decisiions on balanced information. Emphasizes bottom-line results.
Stretegy: focus on results. Make straightforward arguments. Stress proposal's benefits with visual aids; Use buzzwords: proven, actions, easy, clear.
Thinker: Toughest to persuade, Cerebral, logical, Risk-averse, Needs extensive detail
Strategy:Present market research, customer surveys, case studies, cost/benefit analyses. Use buzzwords; quality, numbeers, exert, proof.
Skeptic: Challenges every data point, decides based on gut feelings
Strategy: Establish credibility endorsements from someone the CEO trusts. Use buzzwords: grasp, power, suspect, trust.
Follower: Relies on own or other's past decisions to make current choices; Later adopter
Strategy: Use tesimonials to prove low risk; Present innovative, yet proven,, solutions. Use buzzwords: expertise, similar to, innovate, previous.
Controller: Unemotional, analytical, Abhors uncertainty, only implements own ideas
Strategy: Present, highly structureed arguments, Make listerer" own" the idea. Avoid aggressive advocacy. Use buzzwords; factus, reason, power, just do it.
|
Time is limited.
It's the precondition for all the theory of management, including personal matters management. When you decide to do one thing, actually you decide not to do another thing in the meantime. Therefore, it's important think twice not only the thing you plan to do, but also the things you decide not to do. Consider, whether it's the consequence you really want to take.
Today I played a game and wished to write an important paper later. But time run up. I'm disappointed with what I have done.
So I'd better think about the things what I want to do and make a plan. It assure I'm doing what I really want to do, otherwise I'm just wasting my time, which I don't have much.
|
