What Got You Here, Won’t Get You There
Today’s buyers have no time and no patience for anyone who does not understand what “they care about”. Sellers need to prepare better, message value quickly and uniquely, and collaborate. Business Developers will learn how to create and enhance “genuine and generous” relationships with the right people, ask the right questions, raise the right issues and co-create solutions with the client to win business. It’s a different game today and this workshop will teach you the new rules.
Focused on the “5 P’s” (Prospecting, Preparation, Performance, Post Meeting and Planning) it adapts the basics so sellers do everything with the “client in mind”. It helps sellers take a buyer from “so what” to “oh my” by focusing on “what they care about” throughout the buying cycle. Selling teams will learn how to “switch their pitch” by asking better “client focused discovery questions”. The workshop can be from two to four hours depending on how many “group exercises” are included.
Focused on the “5 P’s” (Prospecting, Preparation, Performance, Post Meeting and Planning) it adapts the basics so sellers do everything with the “client in mind”. It helps sellers take a buyer from “so what” to “oh my” by focusing on “what they care about” throughout the buying cycle. Selling teams will learn how to “switch their pitch” by asking better “client focused discovery questions”. The workshop can be from two to four hours depending on how many “group exercises” are included.
Making Rain
Good business developers know the importance of discipline and habits. Great Business Developers know that if they stick to key best practices, going back to basics of business development, they can “make rain” even in the worst drought. People who make rain are not “lucky”, they are professionals who are focused on those intentional actions that drive activity, build authentic relationships and increase revenue.
This workshop unlocks the mystery of what great rainmakers do. Attendees will learn one dozen disciplines that those who make rain do on a consistent basis, and how to make these practices work for them. It will give you “strategically tactical” habits that will become second nature and create the environment needed for more sales, more often. This workshop can range from 90 minutes to two hours depending on how many “hands on exercises” are included.
This workshop unlocks the mystery of what great rainmakers do. Attendees will learn one dozen disciplines that those who make rain do on a consistent basis, and how to make these practices work for them. It will give you “strategically tactical” habits that will become second nature and create the environment needed for more sales, more often. This workshop can range from 90 minutes to two hours depending on how many “hands on exercises” are included.
BD for the SME
Business Development is not just for “hunters”. In most professional service firms, a large percentage of revenue is generated by partners or consultants; in other words, the Subject Matter Expert (SME). Imagine the impact of fine tuning the “sales” skills and talents of key SME’s and giving them a process to continue to develop relationships that lead to sale opportunities. These “accidental sellers” can easily become consistent rainmakers simply by increasing the number of “genuine and generous” relationships. Participants will learn to identify the clients they want, comfortable ways to approach them, and repeatable activities to develop authentic relationships that lead to business opportunities.
12 Secret Ways “Hunters” Use LinkedIn
LinkedIn is not a virtual address book; it is much more. This presentation takes you “beyond your profile” in LinkedIn to the world of sales and selling. You will learn ways to use LinkedIn that make connecting for selling a daily habit. It will teach twelve tips to make you more effective at getting to the prospects you want, broadening your reach into current clients and becoming a “creative, collaborative connector”. With these secrets, you will find ways to warm even the coldest connection.
Brave, Courageous and Bold
Have you ever been silent in a meeting where you had something to offer afraid to speak your mind; or been hesitant to “blow your own horn” for fear of sounding like a braggart? We all want to be heard, and sometimes we overstep our boundaries and say a bit too much or we say nothing and our terrific contributions are kept inside. Sometimes we try to sound like someone we are not and lose our authentic specialness. Sometimes in our attempt to sound confident, we come across as strident.
This presentation will help people "find the voice that fits YOU" and communicates your “YOUness” in a way that the world will hear and value your contributions. It shows the power of self-advocacy over self-promotion. Originally created for women, this workshop has been helpful for all audiences.
This presentation will help people "find the voice that fits YOU" and communicates your “YOUness” in a way that the world will hear and value your contributions. It shows the power of self-advocacy over self-promotion. Originally created for women, this workshop has been helpful for all audiences.
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