Get your Foot in the Door
This is the objective of Gaining Access.
What is to gain access to the decision maker to understand their why, uncover their big picture goals, and/or gain understanding on current marketplace challenges effecting them today?
This is the objective in the Executive Overview.
What is to meet with the business owner and uncover their why/strategic goals?
This is the objective of the analysis.
What is to understand their how they are operating today and to see where we can add value?
During the Gaining Access stage this question should always be asked.
What is does anyone else need to be involved in this conversation?
COVID is an example of this HCM trend.
What is changing economic and Political environment?
The question "Everybody Gucci?" is this person's favorite saying.
Who is DC?
These type of questions should be asked during an Executive Overview.
What are Strategic Questions?
What the I in the SIFT Model stands for.
What are Impact questions?
This is a model that can used to overcome an emotional objection.
What is the re-frame method?
This is the percent of deals that end is status quo.
What is 65%?
This is the first 'ingredient' of the gaining access recipe.
What is credentialing or introduction?
The F in the FOB Model stand for this.
What are Financial Questions?
What the T in the SIFT Model stands for.
What are Test Questions?
This negotiating model wants you to offer no discount during the first round.
What is the Martini Method?
This is an HCM trend that includes the increase of 1099 employees.
What is the Augmented Workforce.
This is the third and final 'ingredient' of the Gaining Access recipe.
What is to close for next steps/appointment?
The O in the FOP Model stand for this.
What are Organizational questions?
What the S in the SIFT model stands for.
What are Situation questions?
These are two best practice models to use during negotiating.
This is the final step in the Why Change Story.
What is telling the client how the solution can help them reach their goals?
This is the second 'ingredient' of the gaining access recipe.
What is your Value Proposition?
The P in the FOP model stands for this.
What the F is SIFT the Model stands for.
What are Future State Questions?
The theory that says loss is felt twice and much as gain.
What is Prospect Theory?
How to get out of the bake off.
What is asking the why now why you questions? What is understand their why?