Code camp 2010 usc

262 views

Published on

Joe Hecht Presentation CodeCamp USC 2010.

Published in: Business
  • Be the first to comment

  • Be the first to like this

Code camp 2010 usc

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

×