01:33

BD Playbook - Indra, Karma, Mandala

02:03

BD 1 - You have relationships, you don't have clients

01:50

BD 2 - Maintain Relationships

01:39

BD 3 - Always develop relationships

02:05

BD 4 - Yes or No?

01:54

BD 5 - Interrupt relationship building to do your work

01:08

BD 6 - Say Thank You

00:50

BD Drilling

02:10

BD 7 - Keep Your Word

02:37

BD 8 - Help buyer say no to maintain relationship

01:58

BD 9 - Network internally to cross sell

00:19

25 March 2022 Snow

01:57

BD 10 - Focus on them

00:53

23 March 2022 sun vs ice

02:08

BD 11 - Keep asking questsions

21:24

Swim Your Distance

03:42

sales - 50% discount for alumni to Step 2, pilot 1

02:30

sales - intro to Step 1 - The Dialogue Puzzle

03:10

sales - intro to step 3 - PDI Membership & Live Dialogues

01:36

sales - PDIOnline profit share for mktg ptrs

03:19

sales - 50% discount for Step 1 participants to take Step 2

04:15

sales - intro to step 2 - The Dialogue Course

05:01

sales - PDIOnline volume discounts & transition arrangements

02:20

sales - Introducing PDIOnline to public for pilot 1

02:23

Sales - Introducing PDIOnline to PDI alumni

00:10

Blooper 1

01:17

1 - Deadlines Produce Results

01:39

18 - Discuss risks

01:36

35 - Use social proof

02:24

39 - Bring Ma-Ma to the table

02:14

32 - Test your assumptions

02:26

31 - ask others to explain further

02:28

48 - State your value so they know

02:16

51 - Reciprocity

02:39

29 - Ask questions 3x more often

02:00

21 - Preparation is everything

02:05

11 - Good guy Bad guy

02:21

20 - Recap before you move on

03:11

10 - Devalue offer from other person

03:18

36 - Quote authority to add influence

01:41

37 - Use consistency to argue your position

02:26

24 - Create Issues for Give and Take

02:35

14 - WIIFM

01:42

3 Anchor Your Range

02:20

30 - Know your profit margins

02:45

25 - Don't talk about price too early

03:26

33 - Offer concessions in small steps

00:17

Blooper 3

00:11

Blooper 2

02:34

5 - Persist at least 3 Times

01:58

50 - Present multiple offers

02:05

17 - Don't use no, won't, can't, don't

02:07

41 - Test your assumptions

03:07

13 - Most negotiations have 50+ issues

01:57

9 - Tell 'em what you want and don't want

03:02

23 - Establish range for every issue

01:57

45 - Ask questions about them

01:24

38 - Use scarcity to add influence

01:50

22 - Prepare Content, People, Process

02:56

12 - Put more issues on the table than other side