Course: The Decision Process, Step 1:
Learning How Your “Door-Opener” Problem Affects The Company You’re Talking With
Your Door-Opener (the business problem that triggers demand for your service) is industry-specific, i.e., it reliably describes a particular problem commonly faced by a particular type or subset of companies, usually within an industry. To be relevant to and help an individual company, you must learn how people within that company describe their version of the industry problem, and the degree to which this problem affects the company and the stakeholders with whom you're speaking.
You can’t do this from the outside; no amount of research will get you trustworthy intelligence. The only way to do so reliably is to learn it directly from those most likely affected. This simulation gives you experience in doing just that.
This course is an interactive simulation. You’ll learn by doing as you manage an avatar through a series of “say/do” decisions to progress, choosing from among five responses. For each response, you’ll receive immediate video coaching explaining why that choice was or wasn’t optimal.
Learning Category: Sales: Converting Opportunities into Clients (Getting Chosen)
In 30% of selling situations, “No Decision” is the winner. That’s because it's rare for either buyers or sellers to have a reliable decision-making process. The resulting frustration leads to “decision fatigue” that causes buyers to abandon the effort. By providing and facilitating a reliable decision process, you deliver great value long before you’re hired -- and raise the odds of getting hired.
Lawyers have managed to get found for a long time (though haphazardly), but few have a reliable process to help those who find them make smart, well-informed, self-interested decisions, quickly and confidently. The “Getting Chosen” courses teach you how to focus on facilitating a decision reliably in a way that clients prefer, thereby earning trust and preserving access.