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Tackling Behavioural Performance Problems

Gather the facts and then use the DEAL WITH IT formula...

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20th March 2015

Get ready for the Virtual Classroom Revolution

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Weekly Tip Twenty Seven

Selling Your Ideas

Selling your ideas powerfully...

Here’s a logical sequence to follow in presentations.

1. AIM - State purpose of presentation

State desired outcome e.g. approval of recommendations for customer service improvements

2. BACKGROUND - What is the background to the situation?

3. NEEDS - Summarise the needs of:

  • Customers
  • Your Organisation
  • Your Team
  • Yourself




State what will be required in the future to meet the needs


4. IDEA - Briefly outline your idea/proposal

5. BENEFITS - Sell benefits of the proposal to:

  • Customers
  • Your Organisation
  • Your Team
  • Yourself




6. DETAILS - Describe details of your proposal to improve the situation

7. QUESTIONS/OBJECTIONS - Answer questions Handle objections

8. NEXT STEP - Suggest appropriate next step(s)

9. AGREE ACTIONS - Seek approval for actions

10. FOLLOW THROUGH - Agree the action plan


For more insights check out our resource How to structure a presentation



(view all Weekly Tips)