Getting final approval of your project

GETTING FINAL APPROVAL OF YOUR PROJECT

JOE HECHT

[email protected]

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Ideas for Getting Projects Approved

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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GOALS

BETTER INTERVIEW TECHNIQUES

FASTER AGREEMENT TO PROJECTS

HIGHER PERCENTAGE OF SIGNOFFS

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WHY DO YOU WANT TO CLOSE MORE PROJECTS?

CORPORATE IT JOB SECURITY

PRIVATE CONSULTANTS MAINTAIN / INCREASE INCOME AND STAFF

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GETTING THE PROJECT

IDENTIFY THE CUSTOMER NEED

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GETTING THE PROJECT

IF YOU SAY SOMETHING, YOU ARE SELLING

IF THEY SAY IT, IT IS TRUE

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GETTING THE PROJECT

DOES THE PERSON ACROSS THE TABLE NEED:

YOUR KILLER APP

OR

A SPECIAL APP FOR THEIR BUSINESS

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GETTING THE PROJECT

HOW DO YOU GET THEM TO SAY IT

YOU WANT TO LEAD THE CUSTOMER WITH QUESTIONS.

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GETTING THE PROJECT

WHY QUESTIONS

TO UNDERSTAND CUSTOMER NEEDS

TO UNDERSTAND CUSTOMER CONCERNS

TO UNDERSTAND CUSTOMER PRESSURE POINTS

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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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GETTING THE PROJECT

A PROCESS TO DEVELOPING GOOD QUESTIONS

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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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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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GETTING THE PROJECT VOCABULARY

WORDS THAT WILL KILL YOUR PROJECT AFTER A GREAT MEETING

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GETTING THE PROJECT

VOCABULARY

SIGN THE CONTRACT

YOUR CUSTOMER WILL WANT THEIR

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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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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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INSTEAD OF CONTRACT

PAPERWORK FORM AGREEMENT

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GETTING THE PROJECT

VOCABULARY

INSTEAD OF DOWN PAYMENT

ORIGINAL INVESTMENT

ORIGINAL AMOUNT

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GETTING THE PROJECT

VOCABULARY

INSTEAD OF MONTHLY PAYMENT

MONTHLY INVESTMENT

MONTHLY AMOUNT

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GETTING THE PROJECT

VOCABULARY

INSTEAD OF DEAL

OPPORTUNITY

TRANSACTION

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GETTING THE PROJECT

VOCABULARY

INSTEAD OF PITCH

PRESENTATION (NON TANGIBLE)

DEMONSTRATION ( TANGIBLE )

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GETTING THE PROJECT

VOCABULARY

INSTEAD OF DEAL

OPPORTUNITY

TRANSACTION

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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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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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GETTING THE PROJECT QUESTIONS

SlideShare =http://www.slideshare.net/joehecht/getting-final-approval-of-your-project-6739242

TinyURL http://preview.tinyurl.com/JHCSUF2011 JOE HECHT [email protected]

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Getting final approval of your project

Documents

Transcript of Getting final approval of your project