Selling ideas, an introduction
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Selling IdeasWE ARE ALL IN SALES
T O W O T O I V O L A , L E A D Q U A L I T Y E N G I N E E R , F - S E C U R E L A B S
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Are you present?
A) I am present and ready to engage in a new interesting topic
B) I am mostly present and ready to engage, but there are minor distractions
C) I have major distractions and it is difficult for me to engage
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Towo ToivolaEngineering-
minded business leader
Business-minded engineer
People
Technology
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Selling Ideas
Can you generate value alone in your work?
Do people have trouble understanding how good your ideas are?
How is the merit of an idea established?
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Would it be useful for you, if others bought your thinking?
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Welcome to Sales!
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The New Sales..
Not sleazy business, but business as usual
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It is Human Nature
..to sell and how we buy ideas.
The format of our message is much more important than we think compare to the payload.
And that’s a fact.
For some, this may be an inconvenient fact.
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Given This Fact..
Two things help making the interaction a constructive and fruitful one:
1. Being the right way
2. Doing the right things
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How to Be ABC
A. Attuned to the other person• Ambreverts• Get in their mind• Strategic mimicry
B. Boyant in the sea of rejection• Interrogative self-talk• Positive attitude• Explanatory style
C. Clear and simple in your message• Make your idea feel concrete, simple, and clear, compare it• Make it easy for them to agree and act• Help them clarify to themselves why they like your idea
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What to Do
Improvise
Serve
Pitch
Pixar
QuestionMake them look good
Create together
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This was a Quick Intro Only
There is plenty of work in understanding and applying this well.
I will gladly support you in finding material and brainstorming about how to apply.
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Value?
Will you take this information and make it useful for you?
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April 10, 2023 © F-Secure Confidential 14
Thank you for your time.PLEASE FEEL ENCOURAGED TO APPROACH ME FOR A DISCUSSION.
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