The Selling of Quality


McBride, Ronald C.   (1987, ASQC)   Quality Technics, Olean, NY

41st Annual Quality Congress, May 1987, Minneapolis, MN    Vol. 41    No. 0
QICID: 3300    May 1987    pp. 236-240
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Article Abstract

Selling is an important and often overlooked aspect in Quality Improvement. The objective of this paper is to deal with the basics of selling your ideas or proposals to others. It will cover the why's and how's of selling. We are selling every day, but often don't recognize this fact. Quality, like any product or service, must be sold with enthusiasm, using lots of energy in demonstrating your commitment to it. We buy (everyone does) primarily on, "What's in it for me?" This must be evident in any attempt to sell anything to anybody. Quality is sold by getting the attention of your buyer (the president, our peers, anyone). You then show how your proposal is the solution to their problem. Presenting the features, describing the advantages and personalizing the benefits are keys to the documentation ready for presentation. With your professional presentation complete, you must get a decision. Ask for their opinions. By getting their input, you are getting them to "buy in." Welcome objections. This lets you demonstrate your knowledge of the subject and commitment to the proposal. Getting a decision is the final step in selling; don't let the opportunity slip by . . . get a decision!Quality selling is an important technique often overlooked by the Quality professional. The best ideas or proposals will go nowhere without the right people buying them.


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