Tactically Speaking, this can Boost Sales

By Diane Harrison

Merriam-Webster defines a debate as 'a regulated discussion of a proposition between two matched sides.' A good debate is not an argument. Rather, it is a thoughtful process of insightful positioning that allows two sides of a concept to be explored on their merits. Sound a bit like a manager working to convince an investor that what they do makes sense for an investment portfolio?

The process of executing a solid debate follows several logical steps and emphasizes skills that also work effectively to strengthen a sales pitch. The clear articulation of ideas, a compelling use of rhetoric, employment of solid proof points, and the ability to both see and consider the opposite point of view are all essential elements of a good debate process. Critical thinking skills, the use of research-backed positioning, confidence in communication, and respectful consideration of opposing views are all necessary components in selling. In the world of alternative assets, learning how to utilize all of these tactics can only help to improve a marketing effort.

CRITICAL THINKING SKILLS: According to the Foundation for Critical Thinking, critical thinking is the intellectually disciplined process of actively and skillfully conceptualizing, applying, analyzing, synthesizing, and/ or evaluating information gathered from, or generated by, observation, experience, reflection, reasoning, or communication, as a guide to belief and action. More simply stated, critical thinking encourages exploration of new ideas balanced with a healthy dose of skepticism and questioning.

Why is this important and how does this assist in selling an idea (or investment product)? Richard Paul and Linda Elder provide some examples of critical thinking in their publication, The Miniature Guide to Critical Thinking Concepts and Tools (Foundation for Critical Thinking Press, 2008):

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This article was published in Opalesque's New Managers a top-down monthly analysis, news and research publication on the global emerging manager space.