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Getting final approval of your project

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Getting final approval of your project

  1. 1. getting final approval of your Project <br />JOE HECHT<br />JOE@ANAMERICANJOE.US<br />1/27/2011<br />1<br />Ideas for Getting Projects Approved <br />
  2. 2. Code camp 2011 Cal state university Fullerton<br />MOST OF THE INFORMATION IN THIS PRESENTATION IS FROM CHAMPIONS INTERNATION AND TOM HOPKINS.<br />THEY OWN ANY COPYWRITED MATERIAL USED IN THIS PRESENTATION.<br />1/27/2011<br />2<br />
  3. 3. Code camp 2011 Cal state university Fullerton<br />GOALS<br />BETTER INTERVIEW TECHNIQUES<br />FASTER AGREEMENT TO PROJECTS<br />HIGHER PERCENTAGE OF SIGNOFFS<br />1/27/2011<br />3<br />
  4. 4. Code camp 2011 Cal state university Fullerton<br />WHY DO YOU WANT TO CLOSE MORE PROJECTS?<br />CORPORATE IT<br />JOB SECURITY<br />PRIVATE CONSULTANTS<br />MAINTAIN / INCREASE INCOME AND STAFF<br />1/27/2011<br />4<br />
  5. 5. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />IDENTIFY THE CUSTOMER NEED<br />1/27/2011<br />5<br />
  6. 6. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />IF YOU SAY SOMETHING, YOU ARE SELLING<br />IF THEY SAY IT, IT IS TRUE<br />1/27/2011<br />6<br />
  7. 7. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />DOES THE PERSON ACROSS THE TABLE NEED:<br />YOUR KILLER APP<br />OR<br />A SPECIAL APP FOR THEIR BUSINESS<br />1/27/2011<br />7<br />
  8. 8. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />HOW DO YOU GET THEM TO SAY IT<br />YOU WANT TO LEAD THE CUSTOMER WITH QUESTIONS.<br />1/27/2011<br />8<br />
  9. 9. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />WHY QUESTIONS<br />TO UNDERSTAND CUSTOMER NEEDS<br />TO UNDERSTAND CUSTOMER CONCERNS<br />TO UNDERSTAND CUSTOMER PRESSURE POINTS<br />1/27/2011<br />9<br />
  10. 10. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />TO PROPERLY INTERVIEW YOUR CUSTOMER YOU MUST HAVE<br />ABSOLUTE KNOLEDGE OF EACH OF YOUR PRODUCTS OR SOLUTIONS IN YOUR RESOURCES.<br />ABSOLUTE KNOWEDGE INVENTORY AND OR DELIVERY TIMES<br />1/27/2011<br />10<br />
  11. 11. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />A PROCESS TO DEVELOPING GOOD QUESTIONS<br />1/27/2011<br />11<br />
  12. 12. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />NEADS<br />NOW – WHAT DOES THE CUSTOMER HAVE NOW?<br />ENJOY – WHAT DOES THE CUSTOMER ENJOY ABOUT CURRENT PRODUCT?<br />ADJUST – WHAT WOULD CUSTOMER LIKE TO ADJUST ABOUT THE PRODUCT?<br />1/27/2011<br />12<br />
  13. 13. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />NEADS<br />DECISION MAKERS - IF WE ARE ABLE TO FIND A SOLUTION, ARE THERE ANY OTHER DECISION MAKERS WE NEED TO SPEAK WITH<br />SOLUTION – PRESENT A SOLUTION FOR THE LEVEL OF PROCESS YOU ARE AT?<br />QUESTIONS DEMO<br />1/27/2011<br />13<br />
  14. 14. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />VOCABULARY<br />WORDS THAT WILL KILL YOUR PROJECT AFTER A GREAT MEETING<br />1/27/2011<br />14<br />
  15. 15. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />VOCABULARY<br />SIGN THE CONTRACT<br />YOUR CUSTOMER WILL WANT THEIR<br />1/27/2011<br />15<br />
  16. 16. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />VOCABULARY<br />LAWYER LAWYER LAWYER LAWYER <br />LAWYER LAWYER LAWYER LAWYER<br />LAWYER LAWYER LAWYER LAWYER<br />LAWYER LAWYER LAWYER LAWYER<br />LAWYER LAWYER LAWYER LAWYER<br />LAWYER LAWYER LAWYER LAWYER<br />LAWYER LAWYER LAWYER LAWYER<br />1/27/2011<br />16<br />
  17. 17. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />VOCABULARY<br />INSTEAD OF SIGN<br />APROVE<br />ENDORSE<br />OK<br />PUT YOUR JOHN HANCOCK<br />(MAKE SURE THEY PUT THEIR REAL NAME)<br />1/27/2011<br />17<br />
  18. 18. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />VOCABULARY<br />INSTEAD OF CONTRACT<br />PAPERWORK<br />FORM <br />AGREEMENT<br />1/27/2011<br />18<br />
  19. 19. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />VOCABULARY<br />INSTEAD OF DOWN PAYMENT<br />ORIGINAL INVESTMENT<br />ORIGINAL AMOUNT<br />1/27/2011<br />19<br />
  20. 20. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />VOCABULARY<br />INSTEAD OF MONTHLY PAYMENT<br />MONTHLY INVESTMENT<br />MONTHLY AMOUNT<br />1/27/2011<br />20<br />
  21. 21. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />VOCABULARY<br />INSTEAD OF DEAL<br />OPPORTUNITY<br />TRANSACTION<br />1/27/2011<br />21<br />
  22. 22. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />VOCABULARY<br />INSTEAD OF PITCH<br />PRESENTATION (NON TANGIBLE)<br />DEMONSTRATION ( TANGIBLE )<br />1/27/2011<br />22<br />
  23. 23. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />VOCABULARY<br />INSTEAD OF DEAL<br />OPPORTUNITY<br />TRANSACTION<br />1/27/2011<br />23<br />
  24. 24. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />READING<br />“ HOW TO MASTER THE ART OF SELLING ANYTHING.” TOM HOPKINS<br />MANY OTHER AUTHORS, BLOGS.<br />FIND ONES THAT WORK FOR YOU.<br />1/27/2011<br />24<br />
  25. 25. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />FINAL COMMENTS<br />IT IS IMPORTANT THAT YOU AND YOUR CUSTOMER AGREE ON YOUR TECHNICAL WORDS.<br />http://www.youtube.com/watch?v=kAG39jKi0lI<br />1/27/2011<br />25<br />
  26. 26. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />FINAL COMMENTS<br />More on NEADS<br />http://www.candogo.com/search/insight?i=1647<br />1/27/2011<br />26<br />
  27. 27. Code camp 2011 Cal state university Fullerton<br />GETTING THE PROJECT<br />QUESTIONS<br />JOE HECHT<br />JOE@ANAMERICANJOE.US<br />1/27/2011<br />27<br />

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