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

0. Introduction

01 - Taking it to the next level

1. Communication Planning

02 - Leverage your research
03 - Question planning
04 - Anticipate objections
05 - 10 seconds before your sales call

2. Engaging Your Customer

06 - When to talk and when to listen
07 - Perfect your body language
08 - Expedite a stalled sales process
09 - Negotiate with purpose
10 - Ask for the close

3. Leveraging Your Tools, Collateral, and Materials

11 - Talk about case studies
12 - Personalize your pitch deck
13 - Connect to marketing

4. Building Your Sale to Last

14 - Make the handoff
15 - Contract renewal
16 - Expand your breadth

Conclusion

17 - Next steps