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Page 1: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company
Page 2: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company

CLOSING THE DEAL - A CHEESY STORY

MIKE REINER

Page 3: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company

A STORY ABOUT CHEESE

Page 4: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company

FUNDRAISING AND SALES

VALIDATE customer interestPITCH your company

CLOSE the deal

Page 5: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company

VALIDATE

“CAN I OUTSOURCE CUSTOMER VALIDATION?”

Page 6: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company

->VALIDATE

ASK THE RIGHT QUESTIONS

Page 7: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company

The Mom Test

Dear Mom,Don’t you think I’m great?

Love,

Your kid

Page 8: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company

->VALIDATE

PEOPLE HEAR WHAT THEY WANT TO HEAR

Page 9: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company

PITCH

“HOW DO I GET THEM EXCITED?”

Page 10: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company

USE THE RIGHT TRIGGER

-> PITCH

Page 11: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company

-> PITCH

PRACTICE, PRACTICE, PRACTICE

Page 12: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company

CLOSE

“WHY DOES IT TAKE SO LONG?”

Page 13: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company

ASK THE UNCOMFORTABLE QUESTION

-> CLOSE

Page 14: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company

-> CLOSE

YES, YES, YES

Page 15: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company

…WHAT ABOUT THE CHEESE?

Page 16: Mike Reiner Closing the deal...2017/05/04  · CLOSING THE DEAL - A CHEESY STORY MIKE REINER A STORY ABOUT CHEESE FUNDRAISING AND SALES VALIDATE customer interest PITCH your company

STRUCTURE SALES [email protected]

THANK YOU

mailto:[email protected]?subject=

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