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Audio Tapes
Win By Design, Not By Chance
Seven tapes, 11 topics and almost five hours
of listening.
A six-tape audio-cassette album with a seventh individual tape all
addressing topics on business development. This tape set is designed
for technical professionals in architecture, engineering and construction.
The content is completely different from that presented in the seminars.
The tapes complement the seminars.
Kudos
Tape Descriptions
Tape 1, side 1: Win business by design,
not by chance.
Steps on how to improve hit rates are introduced with a focus on
how to demonstrate your understanding of the decision-makers’
needs.
Tape 1, side 2: Trust and confidence increases
win rates.
Your win rate will increase when your client trusts you implicitly.
You will learn the tremendous value of trust and what you can do
to earn it.
Tape 2, side 1: Focus on benefits and how to
get the client’s interest.
Your clients buy what you can produce for them—benefits. You
will learn what a benefit is and how to determine true benefits.
Tape 2, side 2: Creativity contributes to strong
differentiation.
Demonstrate your skills creatively and win more. You will learn
creative approaches that have created major wins for the firms practicing
creativity.
Tape 3, sides 1&2: Appeal to buyer motivations
and gain their conviction. Your qualifications may get you
to the short list, but they are not enough to win. To the decision-makers,
your firm does not look much different than the other short-listed
firms. Favorable differentiation takes place when you effectively
appeal to the decision-maker’s motivations. You will learn
what motivations are, how they differ from person to person, and
how to determine them.
Tape 4, sides 1&2: Questions properly asked
gain prerequisite knowledge. You may not be comfortable asking
questions, yet questions must be asked to determine relevant benefits,
motivations and decision criteria. The answers you gain enable you
to create focused, winning proposals and presentations. You will
learn the type of questions to ask.
Tape 5, side 1: Three call-objectives which
gain the client’s interest.
Face-to-face contacts with clients are vital. Learn three objectives
that, when achieved, gain you the knowledge needed to win, and the
clients desire to hire you.
Tape 5, side 2: Surviving the cold call.
Do you put off the cold call as long as you can? You will learn
a method that can make every cold call a pleasant experience for
you and your prospect. And you will close business.
Tape 6, side 1: Selling the value of your price.
Learn how to win without having the lowest price. You will learn
about the four available strategies and three tactics that can help
you win without being low "bidder."
Tape 6, side 2: Presentation pointers help you
put your best foot forward. You will learn about effective
presentation strategies, the best focus, the small things that tip
the scale, the value of good visuals and the five sins to avoid.
Tape 7, sides 1&2: Proactive positioning—the
key to profitable wins.
Successful firms are positioned for a win long before the RFP is
issued. This tape describes all the elements in proactive positioning
with emphasis on the important face-to-face contacts and introduction
to the Value Calling concept. The tape also explains why "bird
dogging" is not a positioning activity and shares how you can
get most value from your marketers.
Audio Tapes Order Form
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