Easy-to-follow video tutorials help you learn software, creative, and business skills.Become a member

Closing the deal

From: Pitching Projects and Products to Executives

Video: Closing the deal

(Music playing.) Dane Howard: Getting through a successful pitch and delivery will enable that idea to be heard, but how do you close the deal? What do you do to give it legs? What's needed in order to extract the value, to get the headcount, budget, or even approval for that project? Well, moving ideas forward has more to do about being confident, humble, and just ask for the work. Listen to those that are in the room that will ultimately partner with you, in order to move that idea forward. Tim Barber: The most important part of a pitch is the end, because you've either answered everyone's questions or you haven't.

Closing the deal

(Music playing.) Dane Howard: Getting through a successful pitch and delivery will enable that idea to be heard, but how do you close the deal? What do you do to give it legs? What's needed in order to extract the value, to get the headcount, budget, or even approval for that project? Well, moving ideas forward has more to do about being confident, humble, and just ask for the work. Listen to those that are in the room that will ultimately partner with you, in order to move that idea forward. Tim Barber: The most important part of a pitch is the end, because you've either answered everyone's questions or you haven't.

You've either convinced them or you haven't. It's really important to do two things: One is to put it out there, to invite-- very bluntly--observations about where did we either miss, or what questions you still have, where do you think we're wrong, to invite any of those criticisms so that you have a chance to respond to them. One additional thing that's really essential to wrapping up a successful pitch is to always ask for the project. You always have to ask for the work. Any salesman knows this is classic sales technique.

You have to ask for the green light, because otherwise there is a lack of focus, in particular at the end of a meeting, and that's the one decision you want made. You want somebody decide to give you the work or not. Ideally, they are going to give it you. They are not going to give it to you unless you ask. You have to prompt that response, or at least force them to consider that decision while you have a chance to close the deal. Charles Warren: So, here is what I am asking for you. So one way you can check to see whether you've been successful is do they react to that, is there some negotiation that happens about the ask, or they change the ask? I often put the ask right upfront, even before making it tangible.

So if this goes well, what I want you to do is give me three engineering resources, and I want you to sort of release some budget, so I can have some designers go and work on this for a few months. Is that okay? All right. And then do the pitch. Just sort of say, "here is what I am looking for," so that they know. If it's pretty clear you've closed, stop! No need to go any further. I see a lot of it here at work. They're on slide 6. The executive is convinced.

There are 14 slides left, and they are going to go through all 14. Not necessary if you've closed the deal.

Show transcript

This video is part of

Image for Pitching Projects and Products to Executives
 

Start learning today

Get unlimited access to all courses for just $25/month.

Become a member
Sometimes @lynda teaches me how to use a program and sometimes Lynda.com changes my life forever. @JosefShutter
@lynda lynda.com is an absolute life saver when it comes to learning todays software. Definitely recommend it! #higherlearning @Michael_Caraway
@lynda The best thing online! Your database of courses is great! To the mark and very helpful. Thanks! @ru22more
Got to create something yesterday I never thought I could do. #thanks @lynda @Ngventurella
I really do love @lynda as a learning platform. Never stop learning and developing, it’s probably our greatest gift as a species! @soundslikedavid
@lynda just subscribed to lynda.com all I can say its brilliant join now trust me @ButchSamurai
@lynda is an awesome resource. The membership is priceless if you take advantage of it. @diabetic_techie
One of the best decision I made this year. Buy a 1yr subscription to @lynda @cybercaptive
guys lynda.com (@lynda) is the best. So far I’ve learned Java, principles of OO programming, and now learning about MS project @lucasmitchell
Signed back up to @lynda dot com. I’ve missed it!! Proper geeking out right now! #timetolearn #geek @JayGodbold
Share a link to this course

What are exercise files?

Exercise files are the same files the author uses in the course. Save time by downloading the author's files instead of setting up your own files, and learn by following along with the instructor.

Can I take this course without the exercise files?

Yes! If you decide you would like the exercise files later, you can upgrade to a premium account any time.

Become a member Download sample files See plans and pricing

Please wait... please wait ...
Upgrade to get access to exercise files.

Exercise files video

How to use exercise files.

Learn by watching, listening, and doing, Exercise files are the same files the author uses in the course, so you can download them and follow along Premium memberships include access to all exercise files in the library.


Exercise files

Exercise files video

How to use exercise files.

For additional information on downloading and using exercise files, watch our instructional video or read the instructions in the FAQ.

This course includes free exercise files, so you can practice while you watch the course. To access all the exercise files in our library, become a Premium Member.

Are you sure you want to mark all the videos in this course as unwatched?

This will not affect your course history, your reports, or your certificates of completion for this course.


Mark all as unwatched Cancel

Congratulations

You have completed Pitching Projects and Products to Executives.

Return to your organization's learning portal to continue training, or close this page.


OK
Become a member to add this course to a playlist

Join today and get unlimited access to the entire library of video courses—and create as many playlists as you like.

Get started

Already a member?

Become a member to like this course.

Join today and get unlimited access to the entire library of video courses.

Get started

Already a member?

Exercise files

Learn by watching, listening, and doing! Exercise files are the same files the author uses in the course, so you can download them and follow along. Exercise files are available with all Premium memberships. Learn more

Get started

Already a Premium member?

Exercise files video

How to use exercise files.

Ask a question

Thanks for contacting us.
You’ll hear from our Customer Service team within 24 hours.

Please enter the text shown below:

The classic layout automatically defaults to the latest Flash Player.

To choose a different player, hold the cursor over your name at the top right of any lynda.com page and choose Site preferencesfrom the dropdown menu.

Continue to classic layout Stay on new layout
Exercise files

Access exercise files from a button right under the course name.

Mark videos as unwatched

Remove icons showing you already watched videos if you want to start over.

Control your viewing experience

Make the video wide, narrow, full-screen, or pop the player out of the page into its own window.

Interactive transcripts

Click on text in the transcript to jump to that spot in the video. As the video plays, the relevant spot in the transcript will be highlighted.

Are you sure you want to delete this note?

No

Your file was successfully uploaded.

Thanks for signing up.

We’ll send you a confirmation email shortly.


Sign up and receive emails about lynda.com and our online training library:

Here’s our privacy policy with more details about how we handle your information.

Keep up with news, tips, and latest courses with emails from lynda.com.

Sign up and receive emails about lynda.com and our online training library:

Here’s our privacy policy with more details about how we handle your information.

   
submit Lightbox submit clicked
Terms and conditions of use

We've updated our terms and conditions (now called terms of service).Go
Review and accept our updated terms of service.