Page 63 - OHS, September 2024

the software should be a primary focus, it is more important to emphasize the value and positive impact of the solution, show- ing that the return on investment (ROI) justifies the cost.
Create Urgency
It might seem easy, particularly from a safety perspective, to create urgency based on fear (“if this software isn’t implement- ed, these negative outcomes will occur”). While fear can be a powerful motivator, there are more effective ways to create ur- gency that preserve future relationships. Being recognized as someone who relies on fear tactics to gain agreement is not desir- able. Instead, the urgency should be based on insights gained during the discovery phase. Since the EHS software’s ability to address pain points has been identified, a specific timeline should be established to implement the solution. An open-ended plan lacks the urgency needed to secure a positive response from the audience.
Advancing the Sale
Now it’s time to present the sales pitch to the leadership team. However, it’s im- portant not to conclude the presentation by saying, “Okay, great, now the ball is in their court to get back with a decision.” Instead, confidently assert the next steps: “Okay, great, the next steps will be this, and a follow-up will occur by this date.” Every conversation, including the initial pro- posal, should end with a clear understand- ing of the next steps and the timeline for completing them. This also applies to when others need to provide relevant informa- tion. Regardless of the situation, it’s crucial to be the champion of the initiative, taking responsibility for its progress.
Get it Done
After gaining leadership approval for the purchase, the next and perhaps most critical step is executing the plan as promised. Dur- ing the initial discovery phase, leadership’s pain points were identified, and the pro- posed solution was connected to those spe- cific issues. Now, it’s essential to demonstrate that the investment was worthwhile. Leader- ship needs to see that solutions are not only beneficial to the organization but also effec- tively achieving their intended goals. By do- ing so, a trusting relationship is cultivated, making it easier to gain support for future initiatives, whether financial or otherwise.
Conclusion
“Selling” might not feel natural for safety professionals, but these five steps can be ef- fective in internal selling situations where the relationship with the audience is on- going, rather than a “one-time transac- tion” sale. The goal is to build on existing relationships with the leadership team and collaborate to implement a mutually ben- eficial software solution. Each successful implementation of a safety solution that positively impacts strategic goals lays the foundation for the next request, creating
a cycle rather than a straight line of sales steps.
It is also important to remember that introducing an EHS software solution to an organization will do more than just “check the compliance box.” An effec- tive program contributes to making the workplace safer and smarter, helping the organization reach that admirable — and attainable — goal by working with leadership.
Jill James, MIS, Chief Safety Officer, HSI
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SEPTEMBER 2024 | Occupational Health & Safety 61