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.
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,
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
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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?
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