- Prepare your case in advance
Don’t be disorganised or messy.
- Approach them in a straightforward, direct way.
Don’t be casual, informal or personal.
- Use thoughtful approach. Build credibility by looking at all sides of each issue.
Don’t force a quick decision.
- Present specifics, and do what you say you can do.
Don’t be vague about expectations or fail to follow-through.
- Draw up an “Action Plan’ with scheduled dates and milestones
Don’t overpromise as to results, be conservative.
- Take your time, but be persistent
Don’t be abrupt and rapid.
- If you disagree, prove it with data and facts or testimonials from respected people.
Don’t appeal to opinion or feelings as evidence.
- Provide them with the information and the time they need to make a decision.
Don’t use closes, use incentives to get the decision.
- Allow them their space.
Don’t touch them.