Welcome to your course.

Meet your trainer – Nevil Tynemouth.

How to use this course.

Your workbook for the whole course.

There is nothing in life you have to do...

What do the words "Business Development" mean to you?

Comfort zones and confidence.

Where are your comfort zones?

What influences your confidence around business development?

Why do you buy, and why do your clients buy?

Creating focus in business development and why this is key.

Business Development your first quiz.

How the business development cycle works (and how does it tie into customer relationship management).

Did you spot these things in the business development cycle?

What is trust and how do we build it and how do we become our clients trusted adviser?

Building trust in the business development cycle.

Asking for and getting referrals.

Business development cycle quiz.

Improving business development communications skills.

Johari window and how it helps us focus our client communications.

Questioning versus assuming.

Questioning overview - creating effective client focused questions.

Questioning quiz, open, closed or ajar?

Questioning - just what exactly is an ajar question?

Practical ways to increase your client focus when listening.

Using summaries, note taking and written follow up.

A few final thoughts on communications.

Communications quiz.

PRE planning - how do improve your planning skills and help yourself stretch for bigger goals?

Did you aim for perfect or realistic?

Planning for your calls and meetings.

Knowing how to open a call or meeting effectively.

Using key skills to engage clients in meaningful conversations.

Creating the perfect pitch.

Planning for and managing objections.

A few final thoughts on planning and preparation.

Social media as part of business development.

Understanding and evaluating buyer challenges and using probing questions

Asking questions to uncover the true client value - positioning different solutions to buyers challenges.

Closing opportunities in the most effective ways.

Understanding why we need a different approach for major clients.

Knowing how "sleepless nights" can help you in engaging each decision maker and influencer you meet.

Building trust, rapport and deeper client relationships.

Introduction to long term client management.

What are strategic client development plans and how do you use them.

Your sample strategic account development plan

Wrap up and recap.

Completing the course and taking action