THE NEW RULES FOR NEW BUSINESS DEVELOPMENT
How to Find and Build Stronger Relationships, Overcome Inevitable Objections and Close to Win More Business

Objective: To provide specific and useful ways to achieve more business sooner by positioning presentations/client meeting interactions more strategically, handling objections better and closing more effectively.

Module 1
How to Position Your Presentation to be More Powerful & Persuasive
Acquire a deeper understanding of what drives your clients/potential clients Creating effective positioning Learn highly persuasive words and phrases for your positioning strategy Staying focused on wants and needs Positioning what you want your clients/potential clients to think, feel and do Developing a dynamic presence – Confidence building techniques and strategies Critical positioning preparation techniques

Module 2
Delivering Presentations with Confidence
Proven ways to overcome nervousness and anxiety Handling questions effectively Strong ways to position your opening and closing statements Mannerisms – verbal and nonverbal

Module 3
Discovery
Questioning to uncover needs Effective listening Essential communication skills Follow-up “Chaser” questions to clarify Baldridge Bounce Application Welcoming and embracing objections Finding hot buttons and hitting them often Beginning with the end in mind Following the platinum Rule: Treat people the way they want to be treated

Module 4
Deflecting Adversity – Strengthening Trust
The rule of six – Being aware of the six most common objections and how to deal with them “Comeback” preparation Objection handling – basic to advanced strategies Dealing with fee and competition objections Gaining trust Maintaining rapport

Module 5
Closing for Commitment
Mirror Method Checking questions Trial closes Using silence as a powerful tool Asking for the business Setting up the next step Gaining commitment Finalizing agreement