Surfacing Unspoken Objections— No time to whine about a loss— The Conclusion pt. 4

We wrap up the lessons we learned in losing a million dollar pitch/proposal. The series finale. ep. 3 ep. 2 ep. 1

1:09 Life and Death.
2:20 Getting thrown curve balls.
3:05 Unclear resolution to the call.
4:29 Did the clients read the proposal?
6:39 Be ready for anything. Let go of having a prepared script and adapt to what the clients are saying.
9:20 We demonstrate our expertise by having an informed dialogue with the clients. Ask great questions.
10:15 Know the objections your client is going to have in working with you and bring them up first. Raise the objection first.
13:38 Surface the unspoken objections.
14:23 Be in the moment. Say what you think. Blair Enns, author of “The Win Without Pitching Manifesto”.
15:41 Listen intently. Don’t listen to respond.
17:43 Don’t “Want the job” or be too eager.
19:59 Timezone Objections – We will readjust our schedule and assign a team to work on your time.
22:00 It’s not about the money – it’s about making clients feel comfortable.
22:44 Finding who the decision maker in the conversation
25:25 Our goal is to be the least risky option
26:30 Giving Specific Answers for Specific Questions (Only when they ask)
28:22 Final Thoughts

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