The document discusses techniques for getting projects approved, including identifying customer needs, asking questions to understand customers, and using appropriate vocabulary. It recommends focusing questions on a customer's current situation, what they enjoy, opportunities for adjustment, and decision makers. Key terms to use include "approve" instead of "sign", "paperwork" instead of "contract", and "opportunity" instead of "deal". Reading books on selling skills and agreeing on technical terms with customers are also suggested.

1. getting final approval of your Project JOE HECHT JOE@ANAMERICANJOE.US 1/28/2011 1 Ideas for Getting Projects Approved

2. Code camp 2011 Cal state university Fullerton MOST OF THE INFORMATION IN THIS PRESENTATION IS FROM CHAMPIONS INTERNATION AND TOM HOPKINS. THEY OWN ANY COPYWRITED MATERIAL USED IN THIS PRESENTATION. 1/28/2011 2

3. Code camp 2011 Cal state university Fullerton GOALS BETTER INTERVIEW TECHNIQUES FASTER AGREEMENT TO PROJECTS HIGHER PERCENTAGE OF SIGNOFFS 1/28/2011 3

4. Code camp 2011 Cal state university Fullerton WHY DO YOU WANT TO CLOSE MORE PROJECTS? CORPORATE IT JOB SECURITY PRIVATE CONSULTANTS MAINTAIN / INCREASE INCOME AND STAFF 1/28/2011 4

5. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT IDENTIFY THE CUSTOMER NEED 1/28/2011 5

6. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT IF YOU SAY SOMETHING, YOU ARE SELLING IF THEY SAY IT, IT IS TRUE 1/28/2011 6

7. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT DOES THE PERSON ACROSS THE TABLE NEED: YOUR KILLER APP OR A SPECIAL APP FOR THEIR BUSINESS 1/28/2011 7

8. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT HOW DO YOU GET THEM TO SAY IT YOU WANT TO LEAD THE CUSTOMER WITH QUESTIONS. 1/28/2011 8

9. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT WHY QUESTIONS TO UNDERSTAND CUSTOMER NEEDS TO UNDERSTAND CUSTOMER CONCERNS TO UNDERSTAND CUSTOMER PRESSURE POINTS 1/28/2011 9

10. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT TO PROPERLY INTERVIEW YOUR CUSTOMER YOU MUST HAVE ABSOLUTE KNOLEDGE OF EACH OF YOUR PRODUCTS OR SOLUTIONS IN YOUR RESOURCES. ABSOLUTE KNOWEDGE INVENTORY AND OR DELIVERY TIMES 1/28/2011 10

11. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT A PROCESS TO DEVELOPING GOOD QUESTIONS 1/28/2011 11

12. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT NEADS NOW – WHAT DOES THE CUSTOMER HAVE NOW? ENJOY – WHAT DOES THE CUSTOMER ENJOY ABOUT CURRENT PRODUCT? ADJUST – WHAT WOULD CUSTOMER LIKE TO ADJUST ABOUT THE PRODUCT? 1/28/2011 12

13. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT NEADS DECISION MAKERS - IF WE ARE ABLE TO FIND A SOLUTION, ARE THERE ANY OTHER DECISION MAKERS WE NEED TO SPEAK WITH SOLUTION – PRESENT A SOLUTION FOR THE LEVEL OF PROCESS YOU ARE AT? QUESTIONS DEMO 1/28/2011 13

14. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT VOCABULARY WORDS THAT WILL KILL YOUR PROJECT AFTER A GREAT MEETING 1/28/2011 14

15. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT VOCABULARY SIGN THE CONTRACT YOUR CUSTOMER WILL WANT THEIR 1/28/2011 15

16. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT VOCABULARY LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER LAWYER 1/28/2011 16

17. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT VOCABULARY INSTEAD OF SIGN APROVE ENDORSE OK PUT YOUR JOHN HANCOCK (MAKE SURE THEY PUT THEIR REAL NAME) 1/28/2011 17

18. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT VOCABULARY INSTEAD OF CONTRACT PAPERWORK FORM AGREEMENT 1/28/2011 18

19. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT VOCABULARY INSTEAD OF DOWN PAYMENT ORIGINAL INVESTMENT ORIGINAL AMOUNT 1/28/2011 19

20. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT VOCABULARY INSTEAD OF MONTHLY PAYMENT MONTHLY INVESTMENT MONTHLY AMOUNT 1/28/2011 20

21. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT VOCABULARY INSTEAD OF DEAL OPPORTUNITY TRANSACTION 1/28/2011 21

22. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT VOCABULARY INSTEAD OF PITCH PRESENTATION (NON TANGIBLE) DEMONSTRATION ( TANGIBLE ) 1/28/2011 22

23. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT VOCABULARY INSTEAD OF DEAL OPPORTUNITY TRANSACTION 1/28/2011 23

24. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT READING “ HOW TO MASTER THE ART OF SELLING ANYTHING.” TOM HOPKINS MANY OTHER AUTHORS, BLOGS. FIND ONES THAT WORK FOR YOU. 1/28/2011 24

25. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT FINAL COMMENTS IT IS IMPORTANT THAT YOU AND YOUR CUSTOMER AGREE ON YOUR TECHNICAL WORDS. http://www.youtube.com/watch?v=kAG39jKi0lI 1/28/2011 25

26. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT FINAL COMMENTS More on NEADS http://www.candogo.com/search/insight?i=1647 1/28/2011 26

27. Code camp 2011 Cal state university Fullerton GETTING THE PROJECT QUESTIONS SlideShare =http://www.slideshare.net/joehecht/getting-final-approval-of-your-project-6739242 TinyURL http://preview.tinyurl.com/JHCSUF2011 JOE HECHT JOE@ANAMERICANJOE.US 1/28/2011 27