Mo Bunnell - GrowBIG Foundations
Mo Bunnell - GrowBIG Foundations | 2.69 GB
Introducing:
GrowBIG Foundations
Heres why Im so excited to share this new online course with you
Our GrowBIG Foundations is intense its 3-days of hands-on, highly interactive, in-person training at our headquarters in Atlanta. For many professionals, the cost (around 4,000 + flights and hotel) and time spent off work is a hard pill to swallow.
GrowBIG Training is intense because its designed to deliver a start-to-finish system that professionals can use to get bigger and better clients.
And, if I can be totally honest with you, its not something that everyone is ready for.
Many first need to fix a few fundamentals that most people get wrong: how they proactively advance opportunities, deepen relationships, and hack their own habits to stay on top of their progress.
Thats where GrowBIG Foundations can help.
By the time you complete this online course, youre going to be ahead of the pack. Youll know what rainmakers do and dont do. Youll be able to integrate simple, efficient activities into your day to day-to-day routine. And, youll see results.
GrowBIG Foundations is broken up into five modules:
MODULE 1: Building The Foundation
In this module, were going to prep your mind for a total overhaul.
What youll learn:
Youll meet me, and Ill give an overview the entire GrowBIG framework. Big picture first.
Youll learn why no one is a born rainmaker. Youll learn that business development is a skill and not some innate trait that some have and some dont.
Ill make sure were first on the same page, covering what business development is (and isnt), and Ill walk you through the essential sales skills you need to know.
Ill then going ask you to define your Why what kind of impact would frictionless business development have for you, your clients, your family, and the people around you? (Well be revisiting your Why throughout this course.)
Then Ill get to a foundational tool thats changed my life: the Herrmann Brain Dominance Instrument (HBDI). Itll help you better understand yourself and everyone else connected with your business development success, especially your prospects and clients. Its the magic decoder ring thatll show you how to communicate to others in the way they want to buy, instead of the way you would buy yourself.
Well close out the module with an 100-point business development skill assessment that will give you a snapshot of where you are now and what areas you need the most help. At the end of the course, youll take this same assessment again to see how far youve come.
MODULE 2: Managing Your Opportunities
This module is all about bringing in the business. Sounds simple, but without training, nearly everyone gets it wrong.
What youll learn:
First, well start with the overview of getting to a yes. Whether you just need a verbal approval or a massive contract signed, the steps are the same. Well start with this overview of getting more yess.
Then, well go deep on the first step: Listen and Learn. Ill cover the science of why you want to start with the prospective client and specifically how to ask questions thatll light up their brains pleasure center, giving them a high by sharing their priorities and needs.
After giving them the spotlight, Ill teach you how to use curiosity to turn the focus back on you and your solutions. Curiosity is an intrinsic motivatorone of the strongest we have as humans. Youll learn how to create curiosity to have the client asking how you can help them. Since you know their priorities in their words, youll efficiently be able to show them how you can help.
Now, its time to get series: building the solution together. The science here is amazingpeople buy into what they help create. Ill show you how to build a solution with your client in a way theyll love and has the highest chance of success. And, if theyre not really interested? Youll know in 20 minutes instead of 20 hours of useless follow up.
Lastly, closing. Ill show you that if youre following the steps above, this last one is the easiest. Sometimes curve balls can happen, and Ill show you how to overcome them.
Well close this Module out with you creating your own Opportunity List, a place where youll capture every opportunity you have, what your next step is, and how you can proactively make it in a way your clients will love.
MODULE 3: Managing Your Relationships
Next, were going to turn our attention to your business relationships.
What youll learn:
Well start with the power of relationships and how they differ from opportunities. For most experts, a big deal might make your year, but a big relationship might make your career. Ill show you why its so important to invest in the right relationships, where science shows we get distracted and off track, and a simple way to stay focused.
Then, well dig deep into the science of likability. People spend more money with those they like, and Ill cover the most important behaviors you can employ to be more likable.
With this background, Ill show you the first four of seven steps to deep relationships. These are the beginning stages, when things are the most fragile, and they deserve extra care.
Then, well go deep on deepening relationshipsthe last three steps. Ill show you how to take solid working relationships and create raving fans, clients telling everyone they know about you. Your raving fans are like a small salesforce working to help you, because you helped them so much.
Like the last module, well close with a practical tool to help you implement what youve learned. This is what will turn your soft skills into hard results.
MODULE 4: Managing Yourself
Finally, were going to talk about you.
What youll learn:
Whats the interplay between your habits and business development? How do you Think Big, Start Small, and Scale Up?
Here Ill cover the research on goals, not just the old school goals are important research you heard in high school, but more nuanced research on what goals you should set and at what level.
And, youre going to learn about consistently making progress, focusing on what you can control and celebrating your incremental successes. Like learning a musical instrument, you cant pick up business development activities every other month for a few hours and succeed. Ill show you how to keep moving forward, even when you are busy.
Goals will help us choose direction. Consistent progress will start the flywheel. Next, Ill teach you how to accelerate, using psychological momentum. Yes, psychological momentum is a thing, and Ill show you how to use it to your advantage.
Lastly, well end by focusing on staying accountable. Look, I dont want you to power through this course and complete it thinking that was great! only to revert back to what you were doing. If you dont apply what you learn in this course, Ive failed as a teacher and youve failed to fix the problem that led you here.
Well finish by circling back to the beginning of the course and revising that self assessment. From there, youll then get to work building your rituals, both calendar-driven and the if-this-then-that episodic ones.
MODULE 5: Conclusion
Were at the finish line!
What youll learn:
How to avoid the common mistakes that new BD pros fall prey to
Ensuring the right habits and systems are in place and stay in place!
Ill equip you with a self-assessment that will help you see exactly how your thinking and systems have changed since beginning this course
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