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napkin at the lunch table and ask your boss to help you identify things that need improving "by whatever solution we come up with." Encourage others to speak up, stand up, question, conform, counterjust get them talking and moving. Then, rather than your having to convince others of a need, they will believe what they have just told you in their own words. |
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Tip 295: Invite others to try on your idea. |
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How many times have you heard the lament, "If I could just get the boss to try it, she'd like it." That's why we get toothpaste, cereal, and soap in the mail. A parent says, "If I could just get Johnny to go to the party, I know he'd have a good time." The professor says, "If I could just get the students to read poetry, I know they'd like it." The car salesperson says, "If I could just get people to come in for a test drive, I know they'd be sold." |
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The same is true with ideas. People can't try new ideas on over old ones. Have you ever tried a new suit of clothes on while wearing the old one? You have to persuade people to throw away the old policy, procedure, machineat least for a timefor them to give the new policy, procedure, equipment a fair trial. To persuade others to try on the new idea, you have let them play with the idea firstdiscuss what-ifs, who-withs, where-necessarys, whys, and how-tos. Only then will they really put on the idea and wear it awhile. |
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Tip 296: Be careful about opening with a broad question. |
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Wrong approach: "So tell me a little about your operations nowwhat's automated and what's not?" First of all, the other person will be reluctant to answer because he or she doesn't know where the question is leading. Second, much of the answer would probably be irrelevant to the discussion at hand. Even with the consultative approach, people want to know where you're trying to lead them. If you start with a question, focus it and give the benefits or the point of knowing the answer. |
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Tip 297: Ask a question that showcases a benefit. |
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"What are you spending now on dry cleaning the uniforms?" Follow up: "This new fabric doesn't need to be dry-cleaned at all." |
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Raise a question: "How much time do your engineers spend in preparing these charts each month?" Follow up: "This software package can generate such a chart with fewer than six keystrokes." Raise a question: "Do your |
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