In my last post, I wrote about how to prepare to make a presentation to your boss. To get him to say, “yes,” I encouraged you to prepare a brief, written proposal. I even provided a template.

Once you’ve done that, it’s time to anticipate objections and formulate talking points for each one. Don’t risk getting a “no” because you haven’t carefully thought through the questions and your responses.

In my last post, I wrote about the importance of seeing your boss as the customer. To get him to say, “yes,” you have to first understand his needs. Moreover, you have to frame your proposal in terms of how it will help him accomplish his goals.

Then, you have to commit to success. You must be determined to get to “yes,” because your reputation depends on it—first with your boss and second with the people you lead. Once you have taken these first two steps, you are ready for step three.

When I was in corporate management, I spent a great deal of time listening to proposals. Those doing the pitching usually needed my approval to proceed with their project. Frankly, I was amazed at how poorly most people do in these kinds of situations.

In fairness, most of us never received any formal training in this important skill. As a result, we flounder about, not knowing why it seems so difficult to get to “yes.”