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I. Background and Groundwork for Professional Business Development
     
  1. Procedures for Benefiting from This Workshop
  2. Group Needs Analysis
  3. Why Traditional Sales Thinking Has Limitations
  4. Understanding the 12 Core Competencies of Business Development
  5. Leadership - Knowledge - Behavior
  6. Long-Term Thinking vs. Short-Term Thinking
     
II. Differentiating Between Who We Are and What We Do
     
  7. Self-Identity/Role Identity Awareness Exercise
  8. Why Individuals Avoid Risking
  9. Learning the Lessons of Failure
  10. Understanding the Importance of Goals
  11. “Smart” Goal Setting and Your Lifeline
  12. Understanding Self-Motivation
  13. Differentiating Between Goals and Purpose in Business Development
     
III. The Psychology of Business Development
     
  14. Understanding Your Conceptual Limitations
  15. Introduction to Self-Analysis and Transactional Analysis
  16. The Three Ego States - Parent/Adult/Child
  17. Understanding and Dealing with the Emotional Aspects of Business Development
  18. Maintaining a Professional Perspective in Business Development
       
IV. The Psychology of How and Why People Buy
       
  19. “Pain” - The First Cause
  20. Buying Decision Formula
  21. The Pain Funnel - Understanding Suspects, Prospects and Qualified Prospects
  22. Uncovering Pain - Learning the Qualifying Process
  23. Understanding Your Market Environment
  24. Why People Don’t Buy
       
V. Developing a Business Development System
       
  25. Understanding Systems and Processes
  26. Dependent vs. Independent Business Development Processes
  27. 7 Critical Components of a Business Development Process
  28. Maintaining Purpose Before Goals
  29. The Initial Contact and Positioning Process
  30. The Information Gathering and Sharing Process
  31. When and How to Give a Presentation
  32. Socratic Questioning and Reversing and Nurturing Skills
  33. The Correct Use of Product, Technical and Engineering Knowledge
  34. Newton’s Laws and Negative Questioning
     
VI. Conceptual and Mechanical Application of the Business Development Process
       
  35. Dealing with the Psychological Barriers to Prospecting and Qualifying
  36. Developing the Script As Part of Prospecting, Interviewing and Qualifying a Prospect
  37. Developing a Psychological Comfort Level with the Prospect Being Called On
  38. Maintaining a Balance Between Information Gathered/Product Information Provided
  39. Application of the Process on a Face-to-Face Basis vs. Other Means of Communication
  40. Processing Notes and Maintaining a Customer Information System
       
VII. Advanced Business Development Application
       
  41. Concluding Every Contact with a Mini-Commitment/Mini-Contract
  42. Disqualifying Suspects/Prospects Early in Your Process
  43. Responding to Bid Situations to Transition Them to Your Business Development Process
  44. Identifying the Cast of Characters in All Business and Bid Situations
  45. Identifying and Dealing with Power Individuals
  46. Direct Mail, E-mail and Other Lead Generation Processes
  47. Knowing the Language and Relating to Business Development
  48. Understanding the Importance of Having a Prospect, Qualifying and Lead Tracking System
  49. Qualifying for the MBD² Institute
     
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