Managing Opportunities:
Sales Process Guide for Senior BDMs

Purpose:
This document outlines the process to effectively identify, qualify, satisfy, and solidify opportunities, ensuring prospects like, know, and trust us — the foundation for long-term, high-value relationships.

🔹 Overview of the Four Stages

1️⃣ Identify – Build your pipeline and connect with new prospects.
2️⃣ Qualify – Understand if the opportunity is real and worth pursuing.
3️⃣ Satisfy – Deliver what the prospect needs, both logically and emotionally.
4️⃣ Solidify – Deepen relationships so they buy more, more often.

1️⃣ Identify: Keeping the Pipeline Full

“Always have more people to see than you have time to see them.” – Brian Tracy

Mindset:

• Adopt a Growth Mindset: rejection is a chance to learn.

• Avoid the Fixed Mindset: don’t fear cold calls or take rejection personally.
  
  

Actions:
✅ Prospect continuously — keep your pipeline full.
✅ Plan before outreach (Pre-Call Planning):

• Set SMART objectives for calls/meetings.

• Research prospects on LinkedIn, their websites, and shared connections.

• Prepare questions, review order history, and rehearse your pitch.
  ✅ Make a great First Impression:

• Use their name, be authentic, find common ground, show empathy.
  ✅ Remember the 12x12x12 Rule: consider how you look from 12 feet away, 12 inches away, and the first 12 words you say.
  ✅ Apply Moose and Fishing Rules (from course):

• Keep broad prospecting strategies (Moose).

• Focus targeted efforts where opportunities bite (Fishing).

Key Outcome: Build enough human connection so they like you.

2️⃣ Qualify: Effective Communication & Listening

“The single biggest problem in communication is the illusion that it has taken place.” – George Bernard Shaw

Mindset:

• Communication is more than words — it’s also tone and body language.
  
  

Actions:
✅ Use Open Questions (start with how, why, when, who, where) to draw out needs and challenges.
✅ Reserve Closed Questions (yes/no) for clarifying details.
✅ Listen actively:

• Breathe and stay calm.

• Let prospects finish speaking — don’t interrupt.

• Practice the Imaginary Triangle technique: maintain eye contact by looking between both eyes and mouth.
  ✅ Match and mirror prospects’ tone, energy, and body language — but remain authentic.
  ✅ Check congruence: ensure your words, tone, and body language align.

Key Outcome: Establish credibility so they know you.

3️⃣ Satisfy: Address Needs Logically and Emotionally

“People will never forget how you made them feel.” – Maya Angelou

Mindset:

• People buy with both the head (logical) and the heart (emotional).

Actions:
✅ Address logical needs:

• Performance, features, reliability, location, price.
  ✅ Address emotional needs:

• Trust, appearance, self-gratification, fear of missing out (FOMO), habit, loyalty.
  ✅ Reinforce value: remind prospects that “the bitterness of poor quality remains long after the sweetness of low price is forgotten.”
  ✅ Build relationships beyond transactions — people buy from those they like and trust.

Key Outcome: Solve their problems so they trust you.

4️⃣ Solidify: Expand Relationships for Long-Term Value

“Managing your opportunities is about getting them to buy more, more often.”

Mindset:

• Focus on the breadth and depth of relationships.
  
  

Actions:
✅ Use Empathy Maps: understand what prospects think, feel, see, hear, say, and do — tailor solutions accordingly.
✅ Follow up consistently:

• Schedule regular check-ins.

• Add value in every interaction (new ideas, relevant insights).
  ✅ Explore cross-selling and upselling opportunities by deeply understanding their evolving needs.
  ✅ Help solve problems they didn’t know they had.

Key Outcome: Create ongoing partnerships where customers repeatedly choose you.

🎯 Key Principle: Like, Know, Trust

Throughout each stage, consciously work on:
✔️ Building personal rapport (Like)
✔️ Demonstrating credibility and expertise (Know)
✔️ Delivering consistent value and keeping promises (Trust)

💡 Practical Tips for Every Stage

✅ Breathe deeply to stay calm and present.
✅ Be yourself — authenticity builds trust.
✅ Always show gratitude for prospects’ time.
✅ Keep conversations two-way — avoid monologues.
✅ Reflect after each interaction to identify lessons learned.

End of Document
Use this as your reference for ongoing improvement in managing opportunities. Update as needed with new learnings.