Advanced Business Development: Communication and Negotiation

Learn strategies that can help experienced business development reps communicate strategically and navigate complex negotiations.

Introduction

• Taking it to the next level

1. Communication Planning

• Leverage your research
• Question planning
• Anticipate objections
• 10 seconds before your sales call

2. Engaging Your Customer

• When to talk and when to listen
• Perfect your body language
• Expedite a stalled sales process
• Negotiate with purpose
• Ask for the close

3. Leveraging Your Tools, Collateral, and Materials

• Talk about case studies
• Personalize your pitch deck
• Connect to marketing

4. Building Your Sale to Last

• Make the handoff
• Contract renewal
• Expand your breadth

Conclusion

• Next steps