Priorities needs selling

Having selected the right sponsor and identified key advocates, the next task is to sell them on the concept of PSM—and the need for an effective system within your company. The first step in any selling situation is to know your audience. It is up to you to do some informal research on the person or people you want to endorse PSM look for insights into their business priorities, their track records with comparable initiatives, and their professional backgrounds. This will help you ... 

Once you have a basic idea of who your audience is and what their priorities are, the second step in a selling situation is to match the benefits of your "product"—in this case, PSM—to their needs. 

You ll visit customers in your area, selling them SB products and services, then feeding the information back via written reports, so you ll need to be able to impress decision makers with your technical ability, deciding priorities and motivating yourself to succeed. 

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