Do you truly want to sell your idea to the right people at work? And then watch your idea be implemented?
The Answer: Two Words. Gold and Green
Do you know that about 85% of all executives and managers could have either a Guardian Gold or Rational Green temperament? So if you want your idea accepted, consider selling to Gold and Green values and strengths.
Gold Guardians put your feet to the fire on their core value of responsibility. Here are some questions that Gold decision-makers surely have in their heads when you want to sell an idea.
Gold Question #1. Is the proposal perfectly clear? And ‘perfectly clear’ is no joke. You don’t want a Gold person to ask what you really mean? So is your idea countable, measurable, sketchable, and undoubtable?
Gold Question #2. Are you reliable, all the time? If your idea will inflict more change on the team than Gold people are comfortable with, do you have a reputation for consistently delivering sound, workable ideas? In other words, will your Gold manager not worry about regretting a decision in your favor?
Gold Question #3. Will we get value for our dollar from your idea? If nothing else, Gold managers are rigorously careful with money, so be ready with return-on-investment research that honestly reveals business risk.
Gold Question #4. Who else has done this already? This may be the most important question for Gold managers. Gold folks tend to be the most risk-averse.
Green Rationals nail you for their core values of deep knowledge and trustworthy competence. Here are predictable Green questions.
Green Question #1. Are you a person worthy of respect for your knowledge and competence? Related to that, do you share connections with other experts that your boss respects? Are you the in-house expert on this subject? Are you known for doing your homework? Do you deserve profound respect for your thorough research and careful presentations?
Green Question #2. Where’s the beef? In other words, where is all the research? And can I see it when I ask for it?
Green Question #3. Have you done enough work on this that I don’t have to fix it? Green managers pride themselves in the perfection of their work and they never, ever, want to be caught looking incompetent. So are you an icon of competence where you work?
Green Question #4. Am I learning something new from you? Perhaps the best way into the hearts of Green managers is to consistently wow them with new information based on an expertise they do not possess. If you do this regularly, you will be invited to more brainstorming meetings and your word will carry weight over others’.
So You Are Orange or Blue?
If you are an Orange artisan or Blue idealist, you might quickly agree with the advice above, but the odds are high that your standards of expertise, of detail, of completeness, and pure naked objectivity come nowhere close to what Golds and Greens actually expect. So try this: Run a few ideas by your favorite Gold and Green friends and ask them to critique the ideas severely. The truth may hurt at first, but you will probably learn how to prepare better when you need to ask for serious changes at work in the future.