This document provides tips and techniques for getting projects approved. It discusses identifying customer needs through questions, developing questions using the NEADS framework, ensuring knowledge of products and pricing, and using positive vocabulary like "opportunity" and "present" instead of scary words like "contract" and "sign". The overall goal is to better understand customers, address their concerns, and get faster agreement on and higher approval of projects through effective questioning and presentation skills.

1. Ideas for Getting Projects
Approved
JOE HECHT
joehechtinfo@gmail.com

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