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Tip of the Week

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 Eight

Selling The Benefits Of Your Ideas

Receiving feedback positively...

Here’s a logical sequence to follow in presentations.

Getting others to accept your ideas requires “putting yourself in their shoes” and seeing the benefits your idea(s) will deliver to them. Use the SPACER approach to remind you of the six reasons why people buy your ideas.

S = Safety and Security
The idea is a sound proposition. It’s risk free. The solution or proposal is
likely to work.

P = Performance
The idea will result in increased efficiency e.g. less resource but an improved

A = Appearance
The idea will improve the appearance, standing and reputation of the
individual, their team, their organisation.

C = Convenience
The idea will be easy to implement, will be hassle free, and will reduce the problem(s) currently experienced.

E = Economic
The idea will save costs, increase revenues, increase margins/returns.

R = Relationships
The idea provides ongoing help and support as needed.

For more insights check out our resource Key Consultative Selling Skills.



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