1. Prepare – Know what you want to achieve from your meeting or discussion. Have a clear objective in mind.
2. Intend to do at least as much listening as possible. Way too many people when they are trying to sell their ideas just talk, talk, talk... you should carefully listen to the other person and ask them questions to genuinely learn more about their thoughts in order to build rapport.
3. Speak in the language of the recipient. Target your message to the agenda of the other person. Identify their interests and aspirations. Remember, they’re only going to want to hear WIIFM – what’s in it for me – so make it about that for them!
4. Stick to three strong points – rather than trying to make too many selling points. People simply won’t remember more.
5. Welcome any objections that the other person may voice to your idea or proposal, instead of becoming defensive. It is far better for you that their resistance is vocalised rather than remaining “beneath the surface”.