Note that it's important to ensure any program is best suited for the target audience so that you get the best possible Return for your Investment.

While we occasionally run the programs exactly as listed below, in most cases we combine programs or parts thereof to address what the target audience would most benefit from.

So by all means: CONTACT US if you would like to get a complimentary consultation on what might be most beneficial to you or click the button above "CONTACT ME FOR A FREE CONSULTATION" if you prefer us to contact you.

IMPORTANT NOTE: We will NEVER try to sell anything to you that we don't believe is going to be really useful and suitable for you. If what you really need is something we're not expert in, we will be upfront about it, even if we could somehow do it. We trust that only happy and satisfied clients will further enhance our brand reputation. 

 

Optimal Mindset for Buyers / Sellers

It all starts with how you think about buying or selling (or pretty much anything you're doing). Based on researching the most successful buyers and sellers today, you might be surprised how differently they think about their role compared to the average buyer or seller. If you understand the principles of trust, you'll discover that you may need to significantly shift your way of thinking.

 

Modern Negotiations

The old concepts of bargaining may still work in a bazaar, but definitely not for sophisticated negotiators, be they buyers, sellers or even lawyers. Also, most negotiators pay only lip service to win-win negotiations. Successful modern negotiations require a somewhat different approach.

 

Unique Buying Propositions (UBPs)

You are probably familiar with USPs, i.e. Unique Selling Points or Unique Selling Propositions. They have one major flaw: they are usually seller-centric instead of buyer-centric. Enter Unique Buying Propositions: learn how to design and communicate UBPs that truly hit home with your customers or clients.

 

Cold Calling with Integrity

Is Cold Calling 'dead'? Not necessarily. However, the traditional cold calling numbers game - while still occasionally practiced - has run its course. The good news is: it can be done in an entirely different and much more pleasant and successful way through BFB's "Cold Calling with Integrity" approach.

 

Key Account Management

Your existing and/or potential key accounts can make or break your success. Therefore, putting particularly strong attention on them is good advice. How do we do that in an optimal and efficient way? This requires a tailored approach suiting your organization and industry.

 

Accelerating Buying Decision

Your existing and/or potential key accounts can make or break your success. Therefore, putting particularly strong attention on them is good advice. How do we do that in an optimal and efficient way? This requires a tailored approach suiting your organization and industry.

 

Medical Approach to Handling Objections

If you have some experience in sales, then you certainly heard the objection: "Too expensive!". We find it useful to use a medical approach to objections: diagnosis - treatment - follow-up. Also, almost no customer wants to be 'closed'. They want to make a great buying decision - our job is to enable that.

 

Business Success with High Emotional Intelligence

Whether you are a professional Buyer or Seller, you will interact frequently with other people and will aim at getting their buy-in. It's obvious that a high level of Emotional Intelligence helps you build better relationships but also to more effectively manage your emotions when interacting with your counterparts, especially with so-called 'difficult people'.

 

Program Design

IMPORTANT NOTE: while this rather comprehensive program design tends to be optimal in most cases and is geared towards positive behavioral changes that last, it's possible to leave out certain elements or to engage only with some parts of this structure on a case by case basis.

 

Phase 1: Assess (online for assessments, in-person/virtual for shadowing)

In order to create more self-awareness among the participants and to enhance buy-in into the necessity to develop oneselves, BFB offers three types of assessments that can be administered either separately or in combination:

• Harrison Assessments reports related to Sales or Negotiations (self-referenced assessment tool)
• Custom 360 Degree Assessments, customized to the purpose of the development program
• Shadowing, i.e. observing participants in real-life scenarios

 

Phase 2: Learn (online, self-study)

We found it to be much more efficient and impactful to have participants learn about concepts, theories, best practices, etc. through digital micro-learning prior to the workshops , so that time for imparting knowledge during the workshops is minimized and more time is available for practicing and discussing.

 

Phase 3: Shift & Practice (in-person or virtual or hybrid)

It is critical that workshops are not conducted in a traditional top-down teaching or training style but rather with a reflective group coaching approach. Participants don't change their mind by being told but by having own realizations. Hence, all our facilitators need to be trained coaches in order to conduct the workshops in a highly impactful way. Besides, the integration of 'real-plays' rather than role-plays has proven to be critical, too. 'Real-plays' are role-plays of situations that either really happened or are quite likely to happen in participants' work-life. During the design of the program, we work with you to design optimal and realistic real-plays. Finally, each workshop concludes with an Action Plan that participants commit to and that will be followed up during the Implementation Phase (right below).

 

Phase 4: Implement (in-person possible, mostly virtual or hybrid)

We like to say: "When the workshop finishes, it's not over, but then it actually starts." What we mean by that is that unless whatever has been learned and practiced during the workshop is successfully implemented in the participants' work life, the program would have been still a waste of time and money. The implementation phase is absolutely crucial and may be a combination of these two activities:

• Follow-up Group Coaching Sessions
• Supervised Practice Sessions

 

Phase 5: Embed (in-person possible, mostly virtual or hybrid)

In order to develop lasting excellence in any profession, continuous 'sharpening of the saw' is important. BFB has designed a unique format for so-called Moderated Peer Coaching Sessions. In fact, the idea behind this approach is that small pods of 3-6 participants learn how to continuously support each other and develop themselves with their peers help. While there will be a professional BFB facilitator to get these sessions started, the goal is that the BFB facilitator won't be needed anymore after 4-5 sessions and the pod would continue with their learning journey by themselves.

 

"I am always ready to learn although I do not always like to be taught." 

Winston Churchill