Five Questions to Ask if Your Deals are Not Closing<br />Who, What, How, When, and Why<br />Adam J. Shapiro<br />SalesRefo...
	To expect too much is to have a sentimental view of life, and this is a softness that ends in bitterness.<br />- Flannery...
Who?<br />Confidential and Proprietary<br />
Confidential and Proprietary<br />
Confidential and Proprietary<br />
Which One? <br />Confidential and Proprietary<br />
Which One? <br />Confidential and Proprietary<br />
What does she<br />Think and Feel?<br />What Really Counts<br />Major Preoccupations, Objectives<br />Worries, Goals, and ...
Which One? <br />Confidential and Proprietary<br />
What?<br />Confidential and Proprietary<br />
Confidential and Proprietary<br />
What’s the Dream?<br />Confidential and Proprietary<br />
How?<br />Confidential and Proprietary<br />
Best Practices for a Demonstration and/or <br />Implementation Plan Discussion<br />Confidential and Proprietary<br />
Involve the Right People<br />Confidential and Proprietary<br />
Especially the Support Folks<br />Confidential and Proprietary<br />
Careful……<br />Confidential and Proprietary<br />
Be a Great Conductor!<br />Confidential and Proprietary<br />
When?<br />Confidential and Proprietary<br />
Closing Process or Pop Song<br />  Wouldn’t it be Nice – Beach Boys<br />  Waiting on the World to Change – John Mayer<br ...
My Life Would Suck Without You<br />- Kelly Clarkson<br />Confidential and Proprietary<br />
Two (More) Questions<br />Are You Evaluating Us?<br />What are the Steps In Your Evaluation and Buying Process?<br />In Ot...
Confidential and Proprietary<br />
Confidential and Proprietary<br />
What are the Bricks in the Road to Oz?<br />Confidential and Proprietary<br />
Why (should they)?<br />Confidential and Proprietary<br />
Confidential and Proprietary<br />Stories<br />Implementation<br />Value<br />Usage<br />
Confidential and Proprietary<br />
Confidential and Proprietary<br />Your Buyer’s Value Story<br />#$%E!??<br />
Confidential and Proprietary<br />Usage Story<br />+<br />+<br />
Confidential and Proprietary<br />Implementation Story<br />
Confidential and Proprietary<br />
(More) Questions?<br />Confidential and Proprietary<br />Adam J. Shapiro<br />SalesReformSchool<br />Adam@salesreformschoo...
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Five Questions to Ask if your Deals are Not Closing: Who, What, How, When, and Why

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Seminar I presented to Microcorp's Business partners and agents.

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Five Questions to Ask if your Deals are Not Closing: Who, What, How, When, and Why

  1. 1. Five Questions to Ask if Your Deals are Not Closing<br />Who, What, How, When, and Why<br />Adam J. Shapiro<br />SalesReformSchool<br />Adam@salesreformschool.com<br />404-798-8397<br />www.salesreformschool.com<br />Microcorp One on One, October 11, 2011<br />
  2. 2. To expect too much is to have a sentimental view of life, and this is a softness that ends in bitterness.<br />- Flannery O’Connor<br /> Confidential and Proprietary<br />
  3. 3. Who?<br />Confidential and Proprietary<br />
  4. 4. Confidential and Proprietary<br />
  5. 5. Confidential and Proprietary<br />
  6. 6. Which One? <br />Confidential and Proprietary<br />
  7. 7. Which One? <br />Confidential and Proprietary<br />
  8. 8. What does she<br />Think and Feel?<br />What Really Counts<br />Major Preoccupations, Objectives<br />Worries, Goals, and Aspirations<br />What does she<br />See?<br />Environment<br />Across Desk<br />On Screens<br />What does she<br />Hear?<br />What Influencers Say<br />What Boss Says<br />What Team/Direct Reports/Customers <br />Say<br />Name, Title<br />What does she<br />Say and Do?<br />Attitude in Public<br />Appearance<br />Behavior towards Others<br />PRESCRIPTION<br />Wants/Needs<br />Measures of Success<br />Intangibles<br />DIAGNOSIS<br />Fears<br />Frustrations<br />Obstacles<br />Empathy Map <br />adapted form Xplane<br />Confidential and Proprietary<br />
  9. 9. Which One? <br />Confidential and Proprietary<br />
  10. 10. What?<br />Confidential and Proprietary<br />
  11. 11. Confidential and Proprietary<br />
  12. 12. What’s the Dream?<br />Confidential and Proprietary<br />
  13. 13. How?<br />Confidential and Proprietary<br />
  14. 14. Best Practices for a Demonstration and/or <br />Implementation Plan Discussion<br />Confidential and Proprietary<br />
  15. 15. Involve the Right People<br />Confidential and Proprietary<br />
  16. 16. Especially the Support Folks<br />Confidential and Proprietary<br />
  17. 17. Careful……<br />Confidential and Proprietary<br />
  18. 18. Be a Great Conductor!<br />Confidential and Proprietary<br />
  19. 19. When?<br />Confidential and Proprietary<br />
  20. 20. Closing Process or Pop Song<br /> Wouldn’t it be Nice – Beach Boys<br /> Waiting on the World to Change – John Mayer<br /> Right Here Waiting – Richard Marx<br />Sitting, Waiting, Wishing – Jack Johnson<br />The Waiting - Tom Petty and The Heartbreakers<br />Confidential and Proprietary<br />
  21. 21. My Life Would Suck Without You<br />- Kelly Clarkson<br />Confidential and Proprietary<br />
  22. 22. Two (More) Questions<br />Are You Evaluating Us?<br />What are the Steps In Your Evaluation and Buying Process?<br />In Other Words…<br />Confidential and Proprietary<br />
  23. 23. Confidential and Proprietary<br />
  24. 24. Confidential and Proprietary<br />
  25. 25. What are the Bricks in the Road to Oz?<br />Confidential and Proprietary<br />
  26. 26. Why (should they)?<br />Confidential and Proprietary<br />
  27. 27. Confidential and Proprietary<br />Stories<br />Implementation<br />Value<br />Usage<br />
  28. 28. Confidential and Proprietary<br />
  29. 29. Confidential and Proprietary<br />Your Buyer’s Value Story<br />#$%E!??<br />
  30. 30. Confidential and Proprietary<br />Usage Story<br />+<br />+<br />
  31. 31. Confidential and Proprietary<br />Implementation Story<br />
  32. 32. Confidential and Proprietary<br />
  33. 33. (More) Questions?<br />Confidential and Proprietary<br />Adam J. Shapiro<br />SalesReformSchool<br />Adam@salesreformschool.com<br />404-798-8397<br />www.salesreformschool.com<br />Microcorp One on One, October 11, 2011<br />

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