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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GETTING THE PROJECT

VOCABULARY

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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GETTING THE PROJECT

VOCABULARY

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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My Blackberry Is Not Working_ - The One Ronnie, Preview - BB.mp4

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GETTING THE PROJECT

FINAL COMMENTS

More on NEADS

http://www.candogo.com/search/insight?i=1647

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My Blackberry Is Not Working_ - The One Ronnie, Preview - BB.mp4

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GETTING THE PROJECT

QUESTIONS

JOE HECHT

[email protected]

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getting final approval of your project

Education