Week 4 Recap
- Door-Opener: Associating Yourself with Business Problems that Drive Demand for Your Expertise [Getting Found, 13 mins]
- Become a Thought Leader: Uncover a Business Issue that Will Open Doors for You [Getting Found, 13 mins.]
- Next Steps Meeting [Getting Chosen, 20 mins.]
You practiced [5 mins each]:
- In Decision Step 1: Learning Your Door Opener Problem Affects the Company You're Talking With [Getting Chosen, 20 mins], you learned how to progress from the industry-specific Door-Opener to the company-specific problem, from which your opportunity will arise.
- You practiced that and the Next Steps Meeting.
Skill validation [10 mins]:
- Were you able to complete Ready Mode for the Networking Event on your first try? If not, don’t worry. That’s why we encourage you to refresh and practice. The idea is to make your mistakes and polish your skills risk-free in the virtual world. The real world will only see you at your best. This does, however, remind you that you'll need to spend a little more time refreshing and practicing that skill so that the next time your plan calls for validating this skill, you can.
If you haven't done all that, give yourself an hour or so over the weekend to catch up.
Week 5 Plan
Refresh This Skill:
- Decision Step 1: Learn How Your Door-Opener Problem Affects the Company You're Talking With [Getting Chosen, 20 mins]
- Decision Step 2: The Cost of Doing Nothing [Getting Chosen, 20 mins] is the second critical component of The Decision Process. Under your adept facilitation, your prospect defines his or her personal perceptions of the specific current negative impact of your Door-Opener problem in tangible, measurable terms. This is how both buyer and seller decide whether or not this problem represents enough impact to be worth investing time, effort and money to solve. Throughout your 48-week program you'll be asked to practice and refresh this simulation frequently because it's one of the most powerful and useful skills you'll learn. Get good at this and you'll eliminate all the time you waste on purported opportunities that aren't real because the buyer's Cost of Doing Nothing is low, so he doesn't have to make a decision.
Practice These Skills using the Practice Mode; 5 mins for each simulation:
- Decision Step 1: Learning Your Door Opener Problem Affects the Company You're Talking
- Networking Event
- Decision Step 2: The Cost of Doing Nothing
This may seem like a lot at first glance, but remember that each Practice Mode only takes 5 minutes or so.
Total projected learning time this week: About an hour