Getting final approval of your project
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GETTING FINAL APPROVAL OF YOUR
PROJECT
JOE HECHT
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Ideas for Getting Projects Approved
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
MOST OF THE INFORMATION IN THIS
PRESENTATION IS FROM CHAMPIONS
INTERNATION AND TOM HOPKINS.
THEY OWN ANY COPYWRITED MATERIAL USED
IN THIS PRESENTATION.
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GOALS
BETTER INTERVIEW TECHNIQUES
FASTER AGREEMENT TO PROJECTS
HIGHER PERCENTAGE OF SIGNOFFS
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
WHY DO YOU WANT TO CLOSE MORE
PROJECTS?
CORPORATE IT
JOB SECURITY
PRIVATE CONSULTANTS
MAINTAIN / INCREASE INCOME AND STAFF
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
IDENTIFY THE CUSTOMER NEED
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
IF YOU SAY SOMETHING, YOU ARE SELLING
IF THEY SAY IT, IT IS TRUE
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
DOES THE PERSON ACROSS THE TABLE NEED:
YOUR KILLER APP
OR
A SPECIAL APP FOR THEIR BUSINESS
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
HOW DO YOU GET THEM TO SAY IT
YOU WANT TO LEAD THE CUSTOMER WITH
QUESTIONS.
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
WHY QUESTIONS
TO UNDERSTAND CUSTOMER NEEDS
TO UNDERSTAND CUSTOMER CONCERNS
TO UNDERSTAND CUSTOMER PRESSURE
POINTS
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
TO PROPERLY INTERVIEW YOUR CUSTOMER
YOU MUST HAVE
ABSOLUTE KNOLEDGE OF EACH OF YOUR
PRODUCTS OR SOLUTIONS IN YOUR
RESOURCES.
ABSOLUTE KNOWEDGE INVENTORY AND OR
DELIVERY TIMES
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
A PROCESS TO DEVELOPING GOOD
QUESTIONS
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
NEADS
NOW – WHAT DOES THE CUSTOMER HAVE
NOW?
ENJOY – WHAT DOES THE CUSTOMER ENJOY
ABOUT CURRENT PRODUCT?
ADJUST – WHAT WOULD CUSTOMER LIKE TO
ADJUST ABOUT THE PRODUCT?
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
NEADS
DECISION MAKERS - IF WE ARE ABLE TO FIND
A SOLUTION, ARE THERE ANY OTHER
DECISION MAKERS WE NEED TO SPEAK WITH
SOLUTION – PRESENT A SOLUTION FOR THE
LEVEL OF PROCESS YOU ARE AT?
QUESTIONS DEMO
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
VOCABULARY
WORDS THAT WILL KILL YOUR PROJECT
AFTER A GREAT MEETING
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
VOCABULARY
SIGN THE CONTRACT
YOUR CUSTOMER WILL WANT THEIR
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
VOCABULARY
LAWYER LAWYER LAWYER LAWYER
LAWYER LAWYER LAWYER LAWYER
LAWYER LAWYER LAWYER LAWYER
LAWYER LAWYER LAWYER LAWYER
LAWYER LAWYER LAWYER LAWYER
LAWYER LAWYER LAWYER LAWYER
LAWYER LAWYER LAWYER LAWYER
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
VOCABULARY
INSTEAD OF SIGN
APROVE
ENDORSE
OK
PUT YOUR JOHN HANCOCK
(MAKE SURE THEY PUT THEIR REAL NAME)
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
VOCABULARY
INSTEAD OF CONTRACT
PAPERWORK
FORM
AGREEMENT
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
VOCABULARY
INSTEAD OF DOWN PAYMENT
ORIGINAL INVESTMENT
ORIGINAL AMOUNT
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
VOCABULARY
INSTEAD OF MONTHLY PAYMENT
MONTHLY INVESTMENT
MONTHLY AMOUNT
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
VOCABULARY
INSTEAD OF DEAL
OPPORTUNITY
TRANSACTION
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
VOCABULARY
INSTEAD OF PITCH
PRESENTATION (NON TANGIBLE)
DEMONSTRATION ( TANGIBLE )
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
VOCABULARY
INSTEAD OF DEAL
OPPORTUNITY
TRANSACTION
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
READING
“ HOW TO MASTER THE ART OF SELLING
ANYTHING.” TOM HOPKINS
MANY OTHER AUTHORS, BLOGS.
FIND ONES THAT WORK FOR YOU.
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
FINAL COMMENTS
IT IS IMPORTANT THAT YOU AND YOUR
CUSTOMER AGREE ON YOUR TECHNICAL
WORDS.
http://www.youtube.com/watch?v=kAG39jKi0lI
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
FINAL COMMENTS
More on NEADS
http://www.candogo.com/search/insight?i=1647
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CODE CAMP 2011
CAL STATE UNIVERSITY FULLERTON
GETTING THE PROJECT
QUESTIONS
JOE HECHT
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