1.5 - About University

WEB WORKSHEETG ETTING Y OUR R ECOMMENDATIONS A CCEPTED W ORKSHEETStepAnswer these participantquestions:Your presentation notes❶ Establishrapport and trust.❑❑Why are we here?Why should we trust you?❷ Establishbusiness need.❑What specific business need(s) areyou addressing?❸ Present yourdata and analysis.❑What is the logical basis for yourrecommendation?❹ Sell yourbest option.❑❑❑Which option best fulfills theneed?What are the key features of theoption?What are the benefits (from thedecision maker’s perspective)?[☛ 7.5 Decision Making]❺ Deal with risks,reservations, and concerns.❑❑What concerns do we have aboutthe recommendation?How can we deal with these concerns?[☛ 5.9 Resistance]❻ Adapt plans, followthrough, and close.❑❑What are the next steps?Who else needs to be involved?Copyright McGraw-Hill 2000. Original purchasers of this book are permitted to photocopy or customize this worksheet by downloading it fromwww.books.mcgraw-hill.com/training/download. The document can then be opened, edited, and printed using Microsoft Word or other word processingsoftware.286 SECTION 9 TOOLS FOR LEADING AND INFLUENCING OTHERS