Advanced Business Development: Communication and Negotiation – Lisa Earle McLeod & Elizabeth Lotardo

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Deals are won and lost in the nuances of communication and relationship building. To be successful, business development reps must learn to pivot and build value in a variety of customer conversations. In this course, join Lisa Earle McLeod and Elizabeth McLeod as they share strategies that can help experienced reps take their communication and negotiation skills to the next level. Learn how to get into the right mental space for strategic conversation. Discover how to engage sophisticated customers through high-level questioning and body language, as well as howto negotiate without damaging a relationship or descending to the lowest possible dollar. Plus, learn howto keep your value top of mind with your buyer after you make the hand off.

Topics include:

• Prepare for strategic conversations.
• Describe how to ask pointed, high-value questions.
• Articulate how to anticipate objections.
• Identify effective body language.
• Personalize your pitch deck.
• Manage the handoff effectively.
• Ask for internal referrals.

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