Today, I want to take up a few minutes of your time and touch on the uncanny parallels between risk management and sales.
In our line of work, a recurring challenge is getting people to listen, to really hear what we're saying, and to act upon it. So, why not borrow a few tricks from the sales world? Even if you've never made a sales call in your life, there's invaluable wisdom to be gleaned from the art of selling. Let me outline a couple of pointers:
1. Sell the Dream, Not the Manual
This might sound like I'm gearing up to pitch you a luxury car, but trust me, this principle is gold in risk management too. When we approach our colleagues with risk assessments or scenario planning, diving straight into the regulations or the process isn't going to win hearts and minds. People are driven by benefits—they want to know "What's in it for me?" Whether it's securing budget approval, getting a project greenlit, or making a well-informed decision, framing our initiatives in terms of benefits rather than features or requirements can make all the difference. It's about tapping into what motivates our stakeholders and showing them the value, not just the procedure.
2. Tailor Your Pitch to Your Audience
When someone is selling a car, they don't start with the engine's torque unless they're talking to a gearhead. Similarly, when we're presenting risk management strategies, the key is to adjust our message to fit our audience. Our CEO doesn't need a deep dive into operational minutiae but rather a clear, concise overview that highlights strategic benefits. Graphs and visuals? Absolutely. When engaging with technical teams, on the other hand, a bit more detail is warranted—but always anchored in relevance and backed by solid research.
The takeaway here is straightforward - even in the realm of risk management, we're essentially selling an idea or a vision. It's not just about convincing others to take action; it's about presenting our strategies as solutions that meet their needs and address their concerns.
So, as we edge closer to the weekend, take a few minutes and think about how to frame your approaches differently. Try it out with a colleague, and role play - that's another trick sales people use. Oh, and check out the newest episode of the ByteWise podcast where we talk a bit more about creating that buy in.
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