Idea Climbing® Podcast Episode 42
If you want to bring a big idea to life a support system will take you there faster than you could alone. That’s what Steve Hunt and I recently discussed. After twenty years as a corporate executive turned entrepreneur, Steve has learned the keys to selling big ideas. One way to create that is through a process called enrollment.

What is enrollment? It’s getting people excited about your big idea and convincing them to join you on your journey. Enrollment is about opening doors, not closing sales. It’s about sharing passion and purpose about a project.

What’s the starting point of enrollment? It’s understanding that because you are excited about your big idea doesn’t mean other people are going to be as excited as you the first time you share it. Sometimes they will get excited quickly and sometimes they won’t. Another important point is remembering that you’re selling an idea, not a product or service. Your big idea might lead to sales of a product or service, but they have to buy into your idea first.

Enrollment is the process of not always being closing but always being opening. What does this look like? Imagine that you’re selling a big idea. The other person in behind a closed door and they’re looking at you through the peep hole. Through conversation you need to create enough connection and rapport to get them to open the door. How do you accomplish that? Get them to feel like you understand them and where they’re coming from. You want them to become part of something bigger than yourself.  When you achieve that you can begin a real conversation.

During this episode we also discuss:

How to build rapport and get the other person to open the proverbial door without steamrolling them.
How to communicate in a way that the other person understands you and wants to learn more about your big idea.
Why inviting people to join the mission of your big idea to fulfill a vision is better than trying to sell a product or service to everybody that you meet.
Why listening skills are more important than presentation skills.
…and more golden nuggets of advice!

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About the guest

 

 

 

 

 

 

 

 

A speaker, advisor, and most of all a teacher, Steve has been entrenched in the world of the highest achievers in business for over three decades. He has coached executives at British Petroleum, Lockheed Martin, the White House, Cisco, Microsoft, and IBM and has assisted more than 400 global organizations in optimizing success in operations and leadership.

Steve has appeared as an analyst on CNBC, Fox News, CNN, and other news programs. His commentary has appeared in The Financial Times, The Wall Street Journal, The New York Times, Businessweek, and other global publications. He attended Elizabethtown College and was a graduate fellow at the University of Chicago.

Steve's diverse background lends a fresh perspective on business and society.

Steve’s website:www.Ravestrategystudio.com