Agenda at a Glance
This course consists of four 3-hour workshops which will take place in the afternoons of October 28, 2021, November 4, 2021, November 10, 2021, and November 18, 2021. The course will take place from 2:00 - 5:00 pm EDT each day.
October 28, 2021
- 12 Core Competencies of Business Development
- Purpose-Driven Leadership
- Role Identity versus Self Identity
- Behavior Psychology & Transactional Analysis in BD
- Understanding Why People Buy versus Selling
November 4, 2021
- Why you need a BD System or Process
- Proactive versus Reactive Business Development
- Early Qualification and Pain Funnel
- Early Shaping (OI&Q)i Phase Benefits
- Tracking Opportunities, Prospects, and Intel
November 10, 2021
- Why You need a HUMINT® CEP
- Phase 1 CEP – Analysis, Intel Gathering & Planning
- Phase 2 CEP – Preparing for the Call
- Phase 3 CEP – Executing the Call
- Phase 4 CEP – Document, Evaluate, Validate
November 18, 2021
- Interviewing and Qualifying Skills
- Socratic Dialogue and Reversing Process
- Bonding and Positioning Techniques
- Diagnostic Interview and Uncovering Client Pains
- Application & Role-Play Simulations