ZARZA We are Zarza, the prestigious firm behind major projects in information technology.
Listen "Top 5 Reasons #5: No Clear Understanding of the Investment Process"
Episode Synopsis
We are often unclear on the client’s process of investing in new products or services.
How does this show up within our opportunities?
Claim too little budget, wrong budget cycle or release time.
Demand pricing early to justify going up the chain.
Customer uses words like spend vs invest.
What can I do to prevent this from happening?
Get comfortable asking about budget early and often.
Map out path to budget to avoid late stage hurdles.
Leave yourself time for budget solutions.
Time Stamps:
* :54 - Head Trash around Money Concept and How it Gets In the Way
* 11:00 - Clarifying Their Investment Process 11:00
* 12:30 - Ask-Bracket-Create (Budget Step) Example
* 14:50 - Roleplaying ABC Technique (CIGAR)
How does this show up within our opportunities?
Claim too little budget, wrong budget cycle or release time.
Demand pricing early to justify going up the chain.
Customer uses words like spend vs invest.
What can I do to prevent this from happening?
Get comfortable asking about budget early and often.
Map out path to budget to avoid late stage hurdles.
Leave yourself time for budget solutions.
Time Stamps:
* :54 - Head Trash around Money Concept and How it Gets In the Way
* 11:00 - Clarifying Their Investment Process 11:00
* 12:30 - Ask-Bracket-Create (Budget Step) Example
* 14:50 - Roleplaying ABC Technique (CIGAR)
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