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

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

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

Who?

Which One?

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

Which One?

What?

What’s the Dream?

How?

Best Practices for a Demonstration and/or
Implementation Plan Discussion

Involve the Right People

Especially the Support Folks

Careful……

Be a Great Conductor!

When?

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

My Life Would Suck Without You
- Kelly Clarkson

Two (More) Questions
Are You Evaluating Us?
What are the Steps In Your Evaluation and Buying Process?
In Other Words…

What are the Bricks in the Road to Oz?

Why (should they)?

Stories
Implementation
Value
Usage

Your Buyer’s Value Story
#$%E!??

Usage Story
+
+

Implementation Story

(More) Questions?
Adam J. Shapiro
SalesReformSchool
Adam@salesreformschool.com
404-798-8397
www.salesreformschool.com
Microcorp One on One, October 11, 2011

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

by Adam Shapiro on Oct 11, 2011

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