Business Development

​Learn effective strategies for meeting both short-term and long-term objectives in this program.  Explore six key activities proven to generate business, gaining insights into prioritization and goal-setting. The program also delves into the distinction between what individuals are truly paid to do versus what their job descriptions state. Additionally, it introduces the concept of the Five F's—providing a framework for achieving balance in both life and career.

Explore the psychology behind why many business professionals struggle to ask for the business. Learn ten effective methods to gain business, including insights into the optimal timing for making the ask. The program also delves into the intriguing question of why a small percentage of business development professionals secure a significant majority of business, unraveling the key factors contributing to their success.

Gain a profound understanding of what objections truly entail; learn effective strategies for handling challenging objections and explore the principles of "Getting to Yes" agreement selling. The program also provides a straightforward 5-step procedure for adeptly addressing tough questions, empowering individuals with the skills to navigate objections successfully.

​Delve into the essentials of a client discovery call with this program, gaining insights into its objectives and learning effective preparation techniques. Participants will also acquire the skills to conduct a successful discovery call and master the art of selling oneself as a professional. The focus is on developing a comprehensive understanding of the entire client engagement process.

Enhance your questioning skills and master the art of asking the right questions, develop the skills to uncover their clients' needs, goals, and challenges effectively. The program includes a self-analysis component, allowing participants to assess their current listening levels, along with practical guidance on the three key steps to improve listening abilities.

Uncover the secrets of gaining instant credibility through referrals in this program. Participants will explore strategies for securing meetings in a challenging business landscape, understanding the art of selling oneself and the value of the meeting. Proven approaches to reach decision-makers will be shared, emphasizing the importance of being pleasantly persistent in the pursuit of successful engagements.

Discover effective strategies to fill your sales pipeline with prospective clients. Gain insights into leveraging the power of referrals and testimonials for enhanced credibility. The program also focuses on expanding your reach within your existing client base, adopting a "deeper and wider" approach. Additionally, learn how to harness the potential of social media to generate valuable business opportunities.

Explore the art of understanding customer needs; delve into crafting a compelling value proposition and identifying a meaningful point of difference. The focus extends to mastering the ability to appeal to customers on both emotional and logical levels, ensuring a well-rounded approach to addressing their needs.

Gain insights into the key revenue-generating steps, learning the principles needed to navigate forward successfully. The program also aims to build confidence by addressing questions such as "Why did I win?" and "Why did I lose?"—providing a strategic understanding of the business development process.

Learn to build rapport and trust by understanding swiftly and adapting to both internal and external customer styles, considering motivations, information needs, and potential conflicts. The overarching goal is to enhance communication and collaboration through a style-aware approach.