Advanced Business Development: Communication and Negotiation

45mAdvanced2018-08-01

Authors

Lisa Earle McLeod

Keynote Speaker, Author, Consultant

Elizabeth Lotardo

Vice President of Client Services at McLeod & More, Inc.

Course details

Deals are won and lost in the nuances of communication and relationship building. To be successful, business development reps must learn to pivot and build value in a variety of customer conversations. In this course, join Lisa Earle McLeod and Elizabeth McLeod as they share strategies that can help experienced reps take their communication and negotiation skills to the next level. Learn how to get into the right mental space for strategic conversation. Discover how to engage sophisticated customers through high-level questioning and body language, as well as how to negotiate without damaging a relationship or descending to the lowest possible dollar. Plus, learn how to keep your value top of mind with your buyer after you make the handoff.

Learning objectives
Prepare for strategic conversations.
Describe how to ask pointed, high-value questions.
Articulate how to anticipate objections.
Identify effective body language.
Personalize your pitch deck.
Manage the handoff effectively.
Ask for internal referrals.

Skills covered

NegotiationBusiness StrategyCommunicationProfessional DevelopmentBusiness Analysis and StrategyLeadership and ManagementDeep Dive (X:Y)

Concepts

Introduction

Taking it to the next level

Communication Planning

Leverage your research
Question planning
Anticipate objections
10 seconds before your sales call

Engaging Your Customer

When to talk and when to listen
Perfect your body language
Expedite a stalled sales process
Negotiate with purpose
Ask for the close

Leveraging Your Tools, Collateral, and Materials

Talk about case studies
Personalize your pitch deck
Connect to marketing

Building Your Sale to Last

Make the handoff
Contract renewal
Expand your breadth

Conclusion

Next steps