Go No-Go Plan | Road to Revenue #59

The Playbook With David Meltzer

David Meltzer, Entrepreneur.com

Entrepreneurship, Business, Careers

4.9 • 1.9K Ratings

🗓️ 10 May 2021

⏱️ 60 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

There is one important step to take before you can even consider creating a Go No-Go Plan, and that is to determine whether your potential partner has an open mind. It takes more energy to reengineer the vision of one closed-minded person than it does to close a deal with 1,000 open-minded people, so identifying an open mind should be your first priority. When you have a shared vision with someone who has an open mind, the next step is to create a ”Go No-Go” Plan and put it into writing. A “Go No-Go” Plan is an outline for you to follow which highlights a clear path of actions to take for you and those you have shared a vision with. The purpose of a Go No-Go Plan is to: Help you to remember exactly what you and your partner agreed to in order to effectuate and manage expectations. Walk your client, investor, or partner through a step-by-step plan to get things done. Ensure that you know every aspect of your business and how to provide value to clients, as well as the clearest path to revenue that each new opportunity affords. Improve your ability to “connect the dots backwards”, meaning that your eventual success will be a result of consistent and persistent actions that you take. Your Go No-Go Plan should convey that your solution provides just as much value as your competitors (preferably more) and is aligned with the emotions of your business partners, while offering additional benefits in some important way. So, where do you start? In order to create abundance for everyone involved in a deal, begin by asking as many open- and closed-ended questions as you can. The open ended questions allow you to understand the other party’s perspective and their reasons and impacts for coming to an agreement, while the close-ended questions narrow down the other party’s initial responses. This helps to align the capabilities that you possess with the needs of others. Tweet me @davidmeltzer your favorite takeaway from today's episode and come ask me questions live every Friday at 11:00 am PST / 2:00 pm EST. Text me at (949) 298-2905 or email me at david@dmeltzer.com to join! Click here to follow the Road to Revenue playlist on Spotify

Transcript

Click on a timestamp to play from that location

0:00.0	Hey, everyone. We have another episode of the Road to Revenue training series.
0:04.0	Today's episode is all about creating a go-no-go plan.
0:08.3	And what we cover are the two different perspectives of managing expectations.
0:13.7	Tweet me at David Meltzer. Your favorite takeaway from today's episode.
0:17.4	Check the show notes to see how you can text me or email me at any time.
0:22.6	This is Entrepreneurs the Playbook.
0:24.7	Hey, hey, hey. Welcome everybody. It is the amazing training, the go-no-go plan training.
0:33.4	Welcome everybody. We are here and we are ready to go on Mother's Day weekend.
0:38.5	So excited to go over this. One of the secret sauces for me in selling.
0:44.9	One of the secret things that I utilize is a go-no-go plan.
0:49.2	And the go-no-go plan recognizes that 80% of selling is in managing and developing a vision.
0:56.6	80%. So many people think that when they get someone to call them back by stimulating interest,
1:02.0	when they transition interest and share a vision, get that verbal commitment.
1:06.9	Yes, I want to move ahead that they're done or at least 80% done, but you're not.
1:12.5	You're about 20% done. And the hardest part after getting a commitment from someone
1:18.0	is to manage and develop that vision. 80%, right? 80% is in managing and developing.
1:23.8	There's an old saying. 20% is selling. 80% is collecting.
1:29.0	Anyone that's in a professional services business understands that.
1:32.0	And the easiest way to get assigned, sealed, and paid for deal is to learn the go-no-go plan.
1:39.4	We got to manage and exceed or at least meet those expectations by using a go-no-go plan.
1:46.4	Now, see, what a go-no-go plan really does is that it is a qualifier for your client.
1:54.0	It's a qualifier for your customer. It's a qualifier to see if your client has an open mind
	...

Please login to see the full transcript.

Previous episode | Next episode

Disclaimer: The podcast and artwork embedded on this page are from David Meltzer, Entrepreneur.com, and are the property of its owner and not affiliated with or endorsed by Tapesearch.

Generated transcripts are the property of David Meltzer, Entrepreneur.com and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.