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Driving Business Growth: The 7Ps of Deal-Closing
Introduction to the 7Ps
What is a Deal? (2:26)
Who Deals? (1:34)
Course Objectives (0:48)
1. Principles
Deal Strategy (3:32)
What is Deal Closing? (3:55)
Value is Key (2:01)
Alternative Pathways (1:43)
Principles Summary (0:36)
2. Planning
Plan Your Strategy (2:50)
Understand the Deal Landscape (4:20)
Identify the Primary and Secondary Issues (4:14)
Develop Your Deal Zone (2:36)
Planning Summary (0:59)
3. Power
Information and Knowledge Enhance Your Power (4:52)
Networks and Relationships Increase Your Information Base and Deal Power (5:07)
Tools to Control the Discussion & Reinforce Your Power (1:54)
Power Summary (0:54)
4. Players
Your Deal Team (4:26)
Their Deal Team (2:12)
Players Summary (0:49)
5. Performance
Rehearse and Be First (3:30)
Be Smart in Framing Your Proposal (4:03)
Human Behavior Trumps Facts (3:45)
It's Not Over Until It's Over (3:26)
Performance Summary (1:11)
6. Putting it All to Bed
Clarify Mutual Understanding (1:56)
The Deal is Not Over When You Shake Hands (4:30)
Prepare for After the Deal is Done (0:55)
Putting it All to Bed Summary (1:06)
7. Pay-out or Post-mortem
Measure Every Deal Success-wise (2:26)
Conduct a Formal Post-mortem (2:41)
Pay-out or Post-mortem Summary (0:52)
Conclusion
Conclusion (0:59)
Bonus Materials
Workbook: 7Ps of Successful Deal Closing
eBook: Dealmaking for Corporate Growth
Expert Interviews
Kingsley Aikins (9:33)
Howard Block (5:50)
Jeff Caselden (9:20)
Dermot Mannion (5:57)
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The Deal is Not Over When You Shake Hands
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