Course curriculum
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1
Introduction to your Business Development Course
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Welcome to your course.
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Meet your trainer – Nevil Tynemouth.
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How to use this course.
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Your workbook for the whole course.
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There is nothing in life you have to do...
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What do the words "Business Development" mean to you?
FREE PREVIEW -
Comfort zones and confidence.
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Where are your comfort zones?
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What influences your confidence around business development?
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Why do you buy, and why do your clients buy?
FREE PREVIEW -
Creating focus in business development and why this is key.
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Business Development your first quiz.
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2
The business development cycle
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How the business development cycle works (and how does it tie into customer relationship management).
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Did you spot these things in the business development cycle?
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What is trust and how do we build it and how do we become our clients trusted adviser?
FREE PREVIEW -
Building trust in the business development cycle.
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Asking for and getting referrals.
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Business development cycle quiz.
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3
Key business development communications tools
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Improving business development communications skills.
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Johari window and how it helps us focus our client communications.
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Questioning versus assuming.
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Questioning overview - creating effective client focused questions.
FREE PREVIEW -
Questioning quiz, open, closed or ajar?
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Questioning - just what exactly is an ajar question?
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Practical ways to increase your client focus when listening.
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Using summaries, note taking and written follow up.
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A few final thoughts on communications.
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Communications quiz.
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4
Planning effective meetings, phone and video calls
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PRE planning - how do improve your planning skills and help yourself stretch for bigger goals?
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Did you aim for perfect or realistic?
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Planning for your calls and meetings.
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Knowing how to open a call or meeting effectively.
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Using key skills to engage clients in meaningful conversations.
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Creating the perfect pitch.
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Planning for and managing objections.
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A few final thoughts on planning and preparation.
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5
Client focused communications tools
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Social media as part of business development.
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Understanding and evaluating buyer challenges and using probing questions
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Asking questions to uncover the true client value - positioning different solutions to buyers challenges.
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Closing opportunities in the most effective ways.
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6
Working with bigger customers
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Understanding why we need a different approach for major clients.
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Knowing how "sleepless nights" can help you in engaging each decision maker and influencer you meet.
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Building trust, rapport and deeper client relationships.
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7
Account management
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Introduction to long term client management.
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What are strategic client development plans and how do you use them.
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Your sample strategic account development plan
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8
Bringing it all together - Business Development for Professionals.
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Wrap up and recap.
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Completing the course and taking action
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