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Helping Clients Succeed™: Initiating New Opportunities-Creating and Advancing New Opportunities
Core competencies for Enabling Decisions:
- Select relevant opportunities and suitable accounts rather than chasing after everything.
- Conduct the right kind of research to discover what would be compelling to the client.
- Develop a value hypothesis that is grounded in the client’s world rather than in your solutions only.
- Identify the right people to approach, assess their business environment, and craft messages that will attract them to dialogue with you.
- Generate business discussions vs. sales talk.
- Pre-condition clients so they’re willing and eager to explore an opportunity.
- Get and prepare for the right meeting with the right people at the right time, and help clients make concrete decisions on the next steps.
- Engage clients in an exploration process so they get invested and energized about possibilities for building a business case together.
- Anticipate, handle, and resolve predictable questions and objections with confidence, and be an unbiased business advisor.
- Learn a process that predictably creates and sustains success for you and your client.