Rick Hayes of Practitioner’s Toolbox is a Master Black Belt student and he shares that in one of his classes, he learned that you do not sell Lean Six Sigma. Instead, sell the idea about needing to implement Lean Six Sigma in your organization.
Hayes went on to say:
This is a technique that I learned during my attendance of a sales training program. When you lead a discussion with the benefits of your Lean Six Sigma, the listener is wondering why they should care. A more successful approach is to initiate the discussion with a discussion of their work issues. Lead them to bring up a chronic or long standing issue that they have been dealing with. You may already know what it is, but you let them bring it up.
Ask questions like:
- How the issue is going?
- What are they doing to work the issue right now?
- Do they expect these current efforts to succeed?
- Is that frustrating?
- How big a drain on your resources and budget is it?
