Most organizations have risk-averse cultures, and selling ideas to your boss or coworkers can be difficult, since no one wants to get blamed if it fails。
大多數(shù)公司員工偏向保守，不愿冒險(xiǎn)，因?yàn)檎f服老板和同事接受自己的想法比較困難，一旦說服失敗反而會(huì)受到責(zé)罵，當(dāng)然沒人愿意挨罵了。
In fact, meetings, with their committee mentality and tendency to perpetually defer decisions, were invented in large part to thwart new ideas.That doesn't mean it's impossible to sell your ideas. But you will need some courage and the right strategy。
事實(shí)上，由于參加會(huì)議的高層眼界高，他們往往有否決新想法的傾向，一旦會(huì)議上有人提出新的想法，一經(jīng)討論大部分都會(huì)被否決。但是這并不意味著你的新想法永遠(yuǎn)不會(huì)被接受。只是需要一些勇氣和正確的戰(zhàn)略。
Here are 12 tips for wowing everyone in a meeting with your ideas:
下面12個(gè)建議讓你的想法在會(huì)議中驚艷每個(gè)人：
1. Warm them up before the meeting。
1. 會(huì)議前先暖場(chǎng)。
Most people need a little time to embrace a new idea. Consider sending a thoughtful memo, or better yet, meeting with key people one-on-one the week before the meeting. They'll appreciate the personal attention and will allow you to tailor your pitch to their specific needs. By the time the meeting rolls around they may be ready to move in your direction. Even better, they may act as your advocate at the meeting helping you convince others。
接受新想法往往需要一些時(shí)間。試著先給每個(gè)人發(fā)一份詳細(xì)的便箋，如果能在會(huì)議一周前單獨(dú)和參與會(huì)議的高層見面討論一下就更好了。他們一般會(huì)比較欣賞這種單獨(dú)討論，這樣你就可以趁此機(jī)會(huì)了解他們的特殊要求，并相應(yīng)調(diào)整自己的構(gòu)思。在會(huì)議進(jìn)行的時(shí)候，他們就完全準(zhǔn)備好跟著你的方向走了。甚至他們會(huì)積極地向其他人推薦你的想法。
2. Be passionate。
2. 保持激情。
Nothing sells an idea like passion and enthusiasm. It's infectious. If you're not buying into an idea, then it's likely that neither will those around you。
熱情往往能讓別人更易接受你的理念。熱情是會(huì)傳染的，如果你自己都不相信自己的理念，你周圍的人就更不會(huì)了。
3. Offer a strong case。
3. 想法要出色。
What evidence do you have that your idea is a good one? Point to facts or data that support the validity of your idea. Imagine you're a lawyer making a case to the jury. What is exhibit A, and what is exhibit B?
你怎么證明自己的想法夠出色呢?當(dāng)然是那些能夠證實(shí)你的想法的事實(shí)和數(shù)據(jù)。想象你是一個(gè)向陪審團(tuán)做陳述的律師。理清證據(jù)一、證據(jù)二。
4. Appeal to their emotions。
4. 迎合他們的情緒。
It is suggested that you find ways to engage participants' emotions. Paint a vivid picture of the probable future if your idea is accepted. Now paint a dismal scene of the future if the idea doesn't happen. Use stories. Nothing moves people emotionally more than a good story。
Pittampalli認(rèn)為找到迎合與會(huì)者情緒的方法也同樣重要。試想一下你的想法被接受的場(chǎng)景。再幻想失敗之后的凄涼景象。學(xué)會(huì)講故事，故事最能感染人。
5. Be flexible。
5. 靈活應(yīng)變。
If you hear something that makes sense, be ready to adjust your pitch or presentation。
如果你聽到了合理的建議，隨時(shí)準(zhǔn)備好調(diào)整你的想法。
6. Sell the test。
6. 推薦小規(guī)模試驗(yàn)。
Many ideas are too big and scary to sell up front. "Is there a way you can test your idea on a smaller scale first? A pilot? An experiment? Sell that," Pittampalli says. The team will be more likely to go for it if there’s a way to test drive the idea without putting too much on the line。
一些構(gòu)想需要犧牲很大的代價(jià)去實(shí)現(xiàn)。要先問問自己是否能夠先小范圍內(nèi)驗(yàn)證這個(gè)想法?小規(guī)模的試驗(yàn)行得通嗎?如果有，說出來。如果能夠花費(fèi)很小就得到驗(yàn)證，想法被接受的幾率更大。
7. Listen。
7. 學(xué)會(huì)傾聽。
Asking questions and listening to the answers is a great way to interact with your audience and show that they're important to the presentation。
提出問題再仔細(xì)傾聽反饋是和聽眾交流的好方法，也能顯示出你對(duì)聽眾的重視。
8. Be confident, but not overconfident。
8. 自信但不自負(fù)。
A confident delivery will demonstrate how strongly you believe in your idea. But don't make the mistake of being cocky. No idea has a 100% chance of success and pretending like yours does might damage your credibility. Honesty and humility are your friends。
自信地介紹自己的想法能夠展示你對(duì)這個(gè)構(gòu)思的信心。但不要自負(fù)。沒有百分之百完美的構(gòu)思，急于表現(xiàn)自己的想法毫無缺陷只會(huì)讓人們喪失對(duì)你的信任。誠實(shí)和謙遜才是你的朋友。
9. Accept responsibility for your idea。
9. 對(duì)你的想法負(fù)責(zé)。
Make it clear to your boss and coworkers that if the idea fails, you're prepared to accept the blame, Pittampalli says. (But remember: You should always be confident in your ideas before presenting them to your audience。)
向你的老板和同事明確，如果這個(gè)構(gòu)思不成功，你能夠接受批評(píng)。(但記住，在向你的聽眾展示想法前要足夠的自信。)
10. Don't give up too soon。
10. 不要輕言放棄。
The rejection of a great idea at a meeting is not the exception; it's the norm. Hoover says most people give up too easily. Don't take no for an answer — but don’t be too pushy, either. You have to know your audience and when to back off。
一個(gè)好的想法被否決是正常的。但是很多人輕易就放棄了。不要輕易接受否定，但也不要執(zhí)意強(qiáng)求。你必須了解自己的聽眾，知道自己什么時(shí)候該放棄。
11. Choose an idea that doesn't require permission。
11. 選擇不需要經(jīng)過老板批準(zhǔn)的想法。
Some people subconsciously choose big, bombastic ideas they know will never get approved, so that they never have to act on them. Instead, try to think of ideas you can pursue without an OK from your boss. If it's good and you're successful, it will help you build the reputation of someone that has good ideas. That'll make it easier to sell your next big idea。
一些人會(huì)不自覺地有那些華而不實(shí)的想法，他們知道這些想法不可能被批準(zhǔn)，這樣他們就不用付諸實(shí)現(xiàn)了。反而，選擇一些不需要經(jīng)過老板批準(zhǔn)的想法，一旦成功了，你就會(huì)給老板留下好印象，成為他心目中有好想法的人。這會(huì)有助于下一個(gè)構(gòu)思的實(shí)現(xiàn)。
12. Follow up after the presentation with emails。
12. 展示過后發(fā)郵件跟進(jìn)。
Continue the conversation by reminding those in the meeting that you’re happy to answer any questions and that you’re open to any suggestions related to the ideas you just presented。
保持和與會(huì)人員的聯(lián)系，提醒他們自己樂意解答任何問題，希望他們能夠給自己的構(gòu)思提出建議。
