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

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

Published in: Business, Technology

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