CLOSING THE DEAL - A CHEESY STORY

MIKE REINER

A STORY ABOUT CHEESE

FUNDRAISING AND SALES

VALIDATE customer interestPITCH your company

CLOSE the deal

VALIDATE

“CAN I OUTSOURCE CUSTOMER VALIDATION?”

->VALIDATE

ASK THE RIGHT QUESTIONS

The Mom Test

Dear Mom,Don’t you think I’m great?

Love,

Your kid

->VALIDATE

PEOPLE HEAR WHAT THEY WANT TO HEAR

PITCH

“HOW DO I GET THEM EXCITED?”

USE THE RIGHT TRIGGER

-> PITCH

-> PITCH

PRACTICE, PRACTICE, PRACTICE

CLOSE

“WHY DOES IT TAKE SO LONG?”

ASK THE UNCOMFORTABLE QUESTION

-> CLOSE

-> CLOSE

YES, YES, YES

…WHAT ABOUT THE CHEESE?

STRUCTURE SALES MIKE@SCORO.COM

THANK YOU