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Code camp 2010 usc

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Joe Hecht Presentation Code Camp USC 2010

Joe Hecht Presentation Code Camp USC 2010

Published in: Technology, Business

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  • 1. Ideas for Getting Projects Approved JOE HECHT joehechtinfo@gmail.com http://www.slideshare.net/joe hecht/edit_my_uploads
  • 2. Ideas for Getting Projects Approved Most of my Training is From Tom Hopkins and Champions International. They Own Copyrights on Certain Materials in this Presentation,
  • 3. Goals
  • 4. Goals 1. Better Interview Techniques
  • 5. Goals 1. Better Interview Techniques 2. Faster Agreement of Projects
  • 6. Goals 1. Better Interview Techniques 2. Faster Agreement of Projects 3. Higher Percentage of Signoffs
  • 7.  Why do you want to close more projects?
  • 8.  Why do you want to close more projects?  Corporate IT  Job Security
  • 9.  Why do you want to close more projects?
  • 10.  Why do you want to close more projects?  Corporate IT
  • 11.  Why do you want to close more projects?  Corporate IT  Job Security
  • 12.  Why do you want to close more projects?  Private Consultants
  • 13.  Why do you want to close more projects?  Private Consultants  Maintain Income
  • 14.  Why do you want to close more projects?  Private Consultants  Maintain Income  Increase Income
  • 15.  Why do you want to close more projects?  Private Consultants  Maintain Income  Increase Income  Maintain or Increase Staff
  • 16.  Identify the Customer Need
  • 17.  Identify the Customer Need  Do You Have the Next Killer Application?
  • 18.  Identify the Customer Need  Do You Have the Next Killer Application?  Does the Person Across From You Need That Application?
  • 19.  If You Say It You are Selling.
  • 20.  If You Say It You are Selling.  If they Say it, It is True.
  • 21.  You Want to Lead With Questions
  • 22. Why Questions:
  • 23. Why Questions: To Understand Customers Needs
  • 24. Why Questions: To Understand Customers Needs To Understand Customers Concerns
  • 25. Why Questions: To Understand Customers Needs To Understand Customers Concerns To Understand Customer Pressure Points
  • 26.  A Method to Developing Good Questions
  • 27.  A Method to Developing Good Questions  NEADS
  • 28.  NEADS  Now
  • 29.  NEADS  Now What Are They Using Now?
  • 30.  NEADS  Now What Are They Using Now?  Enjoy
  • 31.  NEADS  Now What Are They Using Now?  Enjoy What Features Do They Enjoy?
  • 32.  NEADS  NowWhat Are They Using Now?  Enjoy What Features Do They Enjoy?  Adjust  1 of 2
  • 33.  NEADS  NowWhat Are They Using Now?  Enjoy What Features Do They Enjoy?  Adjust What Parts of the Current Solution Would They Want to Change or Update?  1 of 2
  • 34.  NEADS .
  • 35.  NEADS  Decision Makers
  • 36.  NEADS  Decision Makers Who Besides Those in Meeting Need to Approve This Project.
  • 37.  NEADS  Decision Makers Who Besides Those in Meeting Need to Approve This Project.  Solution
  • 38.  NEADS  Decision Makers Who Besides Those in Meeting Need to Approve This Project.  Solution Discuss or Offer Solutions
  • 39.  NEADS  Decision Makers Who Besides Those in Meeting Need to Approve This Project.  Solution Discuss or Offer Solutions  Roll Play
  • 40.  More About Questions:
  • 41.  More About Questions:  You Must Have Absolute Knowledge of:
  • 42.  More About Questions:  You Must Have Absolute Knowledge of:  Your Products or Services and Features
  • 43.  More About Questions:  You Must Have Absolute Knowledge of:  Inventory and Service Skills
  • 44.  More About Questions:  You Must Have Absolute Knowledge of:  Cost Or Pricing  Roll Play
  • 45.  Vocabulary
  • 46.  Vocabulary  Words to Scare your Customer After a Winning Presentation
  • 47.  Vocabulary  Contract
  • 48.  Vocabulary  Contract  Paperwork  Forms  Agreement
  • 49.  Vocabulary  Sign
  • 50.  Vocabulary  Sign  Approve  OK  Endorse
  • 51.  Vocabulary  Down Payment
  • 52.  Vocabulary  Down Payment  Initial Investment  Initial Amount
  • 53.  Vocabulary  Deal
  • 54.  Vocabulary  Deal  Opportunity  Transaction
  • 55.  Vocabulary  Pitch
  • 56.  Vocabulary  Pitch  Present  Demonstrate
  • 57.  Final Comments  Reading  “ HOW TO MASTER THE ART OF SELLING ANYTHING. TOM HOPKINS  Many other trainers, books blogs
  • 58.  Final Comments  Joe Hecht  joehechtinfo@gmail.com