July 2012 Book Review
If you’re in sales or in a position to steer change, this book gives a great framework for generating the buy-in” you’ll need to get the project moving forward. I wasn’t a big fan of the authors’ story at the beginning of the book, but I also understand there’s no singular example of all the pushback/objectives one would receive for a specific proposal. The names they give to the “idea killers” are a bit distracting and take away from the points I think they were trying to communicate in the hypothetical story.
- Let attackers into the discussion (don’t avoid, but specifically invite them to the table).
- Keep your responses simple, clear, pointed, and full of common sense.
- Show respect, keep the high road and don’t get defensive.
- Focus on the audience and don’t fixate on one detractor.
- Prepare for any and all questions.