ZARZA We are Zarza, the prestigious firm behind major projects in information technology.
Listen "Stop Leaving Money On The Table"
Episode Synopsis
Are you leaving money on the table?
And what do I mean by this?
There are usually many more opportunities to uncover with every prospect; from a larger service requirement through a different product or service offering, even a referral to a client or business partner.
But what do they look like?
How to uncover them?
In this episode I share some of the key things to look for during qualification and share a great example from the wonderful Tony Morris from his book Coffee's For Closers.
Additionally the other side of the coin is, how to handle multiple opportunities without dragging out the lead time or making the deal size 'too' big to move ahead with.
It's a fine line but this episode makes it simple.
I would love to know, are you leaving money on the table?
Let me know via LinkedIn or drop me a note [email protected] (I reply to these personally!!
This podcast is hosted and recorded at Vitality House.
And what do I mean by this?
There are usually many more opportunities to uncover with every prospect; from a larger service requirement through a different product or service offering, even a referral to a client or business partner.
But what do they look like?
How to uncover them?
In this episode I share some of the key things to look for during qualification and share a great example from the wonderful Tony Morris from his book Coffee's For Closers.
Additionally the other side of the coin is, how to handle multiple opportunities without dragging out the lead time or making the deal size 'too' big to move ahead with.
It's a fine line but this episode makes it simple.
I would love to know, are you leaving money on the table?
Let me know via LinkedIn or drop me a note [email protected] (I reply to these personally!!
This podcast is hosted and recorded at Vitality House.
In God we trust