Friday 12 April 2013

3 questions every KM sales person must be able to answer

GS: Camera Salesman. Nearly 4 years ago, I wrote a post entitled "5 questions every KM sales person must be able to answer", and let's face it, if you are trying to introduce KM into your organisation, there is a level of sales that you need to do.

Today, inspired by this blog post by Dan Steer, I would like to reduce this to 3 questions

The three questions you need to answer, ideally in your opening pitch, are;
  • What's your point?
  • What's in it for me?
  • What do you want me to do?
If you can answer these three questions in advance, then you have the perfect Knowledge management sales pitch for your internal stakeholders. For example

"Knowledge Management is something new we are trying - a systematic way of ensuring that people at all levels have access to the knowledge they need to make the right decisions. It can save you time and money, save you from repeat mistakes made elsewhere in the past, and help you deliver a better result. I hope that you can work with me to choose a suitable pilot area in your business unit where KM can add some real value."

You will need to word the pitch yourself, but remember to answer the three questions.

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