Negotiation, Presentation & Professional Operating System

Word source: Professional Operating System (POS) — Daily Workflow, KPI & Performance Management. Quote: *'Success is not built by motivation. It is built by systems.'* Study plan: Negotiation & Business Presentation — win-win mindset, Monroe structure, campus seminar delivery.

Chapter 9 teaches relationship and objection handling; Chapter 10 covers what to do each day, when to do it, and how to measure it—plus negotiation and presentation so university seminars, SME meetings, and premium discussions stay professional.

Merge logic: Word Ch10 = operating system (SOP, CRM, KPI, reporting); study plan = negotiation + presentation skill. A BDR who follows the system but presents poorly loses seminar leads. One with a strong pitch but no SOP burns out with inconsistent results. Both are taught together in one chapter.

Golden mindset: Motivation rises and falls—systems stay consistent. Negotiation is not a fight—it is solving problems together.

Chapter 10 is ~60 minutes of active study—open three notebook pages: Daily SOP template, Daily Report format, Monroe outline. Ch8 pitch, Ch9 CRM—here you learn daily rhythm + deal close + stage presence together.

Notebook setup—do Theory + lab in the same week—or POS stays paper only.

• (1) blank 7-day planner page
• (2) add KPI self-score row
• (3) negotiation prep checklist
• (4) 5-slide Monroe skeleton
• Part A: BDR workflow, Daily/Weekly/Monthly SOP, CRM, KPI (Word Ch10)
• Part B: Negotiation mindset, BATNA, Monroe, Q&A, virtual tips (study plan)
• Part C: Daily checklist, 7-day planner, role-play lab

Word core philosophy: we do not want anyone working randomly—everyone follows Standard Process. Random hustle only gives short bursts; POS delivers long-term commission and career skill.

Top performers' secret is often not talent—discipline + consistency + learning + action + reporting (Word Success Formula). Ch1 ethics, Ch5 CRM stage, Ch8 conversation—POS binds all to time slots.

Bangladesh field reality: family distraction, exam season, Ramadan schedule shift—system must be flexible but structure is never zero. If you miss one day, note it in the report + plan catch-up next day.

Compare infographic Time Waste vs Invest: 80% of BDRs waste time (Word)—scroll, unplanned chat, no CRM update. Top performers invest in the same 8 hours—planned blocks.

Manager view: BDR who submits reports, keeps follow-up hour, updates CRM—trustworthy partner. One who ghosts reports—red flag regardless of charm.

Word BDR Workflow (process infographic): Planning → Lead Generation → Conversation → Registration → Activation → Paid User → Follow-up → Referral → Reporting → Improvement.

Planning: target, segment, channel—student or SME today? Lead Gen: 15–20 new/day from Facebook, LinkedIn, university, referral, seminar (Word list). Conversation: relationship first—registration is not the goal on first contact (Word Section 4).

Registration → Activation: Ch5 KPI—profile 90%, first CV/tender save. Paid: ethical upgrade when value is clear. Follow-up: old leads more valuable than new (Word Follow-up Hour). Referral: get permission Ch7. Reporting: daily format. Improvement: weekly questions.

CRM mirror: each workflow stage = lead status column—skip a stage and the pipeline lies. Registration without activation = Ch9 At Risk early.

1. 1Pipeline Bangladesh example: Sunday plan—Tuesday university visit
2. 2Monday lead gen campus group
3. 3Tuesday conversation 12 → demo 3 → registration 5
4. 4Activation help same week → Day 7 follow-up
5. 5Success stage referral ask → Friday report → Saturday weekly review

Word Daily SOP morning 8–9: Daily Planning + Inbox Check + Yesterday Report Review.

Write Today's Target—Example: 15 New Leads, 5 Follow-up, 3 Demo, 5 Registration attempt. Keep realistic, not fantasy—history baseline + 10% stretch.

Inbox Check: Messenger, Email, WhatsApp, Notification—priority: hot reply (interested yesterday), support stuck user, manager message. Batch low priority for afternoon.

Yesterday Report Review: where did you miss? Few demos? Weak lead source?—fix one variable today. Word discipline: no report breaks the improvement loop.

Bangladesh morning habit: respect prayer/family breakfast—if full hour impossible, minimum 15 min planning. Phone silent before 9 AM lead gen block.

• Target: lead, follow-up, demo, registration counts
• Inbox: hot reply first, batch the rest
• Review: fix one thing today

Word Lead Generation 9–11: Target 15–20 new leads/day. Sources: Facebook, LinkedIn, University, Friends, Business Network, Referral, Seminar, Webinar, Chamber, Tender Community.

Quality > vanity count: 20 leads in wrong segment worse than 12 in correct ICP (Ch8 BANT-lite). Tag source in CRM—monthly review shows which platform converts.

Word First Contact rule: first conversation not for registration—for relationship. Ch8 trust first—permission, one question, listen. Day 0 link push = campus spam reputation.

Field script: *'What is your biggest challenge in career/tender?'* — not *'please register'*. After meaningful exchange CRM stage New → Contacted.

Lead gen tactics Bangladesh: University career club permission; LinkedIn value comment then connect; Facebook group helpful reply then DM if interest; Ch9 Success user referral warm intro.

Word Demo Session: at least 2–3 demos/day.

Demo discipline: one pain, one path, clean screen share, time box 15–20 min. If training, get record permission. CRM stage Demo → Registered same session if natural—not forced.

Word Follow-up Hour: 1 hour daily for follow-up only. Old leads far more valuable than new—Ch8 value sequence, Ch9 objection ready. This hour is sacred—notifications off.

Word Content Hour 30 min: Resume Tip, Career Tip, Tender Tip, AI Feature, Success Story, Customer Review—Ch6 content pillar. One post > five mediocre. Official brand guideline Ch11 preview.

Daily rhythm failure modes: demo without prep; follow-up mixed with new lead gen (context switch waste); content copy-paste spam—fix with time blocks process infographic.

• CV Hunt Demo Checklist: Resume Upload → AI Profile → Resume Builder → Match Score → Q&A
• GoBiDx Demo: Tender → AI Summary → Dashboard → Business Benefit (Ch4 audience only)

Word Reporting Hour: end of day Report Submit mandatory.

Example (Word): Date 12 July | New Leads 18 | Conversation 12 | Demo 4 | Registration 6 | Paid 1 | Referral 2 | Problem: many users AI Resume question | Tomorrow: University Visit.

Honest problems in field = programme improvement signal—not shame. Manager will help unblock. Suggestions show ownership mindset.

Tomorrow's Plan links today's review to morning 8–9 planning—continuity loop. Google Sheet template or official form—consistency > format perfection.

Red flag opposite: no report, inflated numbers, same copy daily—Word Red Flags section. Trust is a career-long asset.

• Name, Date, Today's Activity
• New Leads, Conversations, Demo
• Registration, Paid Users, Referral
• Problems, Suggestions, Tomorrow's Plan

Word Weekly SOP: self performance review each week. Questions: what did I learn? where did I go wrong? which platform best result? which pitch best? Weekly KPI track—lead, conversation, demo, reg, paid trend line.

Weekly meeting with peer/trainer optional—bring data not feelings. Next week one improvement commit: e.g. 'SME pitch shorten to 30 sec'.

Word Monthly SOP: did I grow or just stay busy? Activity without outcome = busy trap. Monthly Dashboard: lead quality, activation %, paid conversion, referral count, study hours, content posts.

Busy vs Growth test: registration up but activation flat = busy registration push, not growth. Paid flat but CRM nurture strong = growth seeding. Ch12 KPI depth preview—start Ch10 monthly question habit.

Bangladesh seasonality: job fair month, pre-BCS, tender season March–June—adjust targets in monthly review, do not quit. Document external events in report narrative.

Word CRM rule: Professional BDR never keeps leads notebook-only—all leads in CRM. Ch5 color stage extend:

Lead Status (Word): New → Contacted → Interested → Demo → Registered → Active → Paid → Referral.

Next action date mandatory at each status. Interested stuck 14 days = follow-up script or nurture tag Ch9. Lead Priority Matrix (Word §12): hot (demo booked), warm (replied), cold (no reply 3 touch)—allocate time accordingly.

Dual product tag same contact: CVH + GBDX separate columns Ch9 Case 4. Segment: student, HR, SME, contractor—batch message relevant.

Hygiene weekly: duplicate merge, wrong number delete, consent note—Ch9 data hygiene repeat POS discipline.

Word Time Management: 80% of BDRs waste time—top performers invest (compare infographic rows). Time Allocation conscious: lead gen block, demo block, follow-up block, content, study, report.

Word Productivity Rules: one task at a time. Notifications off. Phone silent. Focus Time: 50 min work → 10 min break—repeat. Pomodoro Bangladesh heat: hydrate break, 2 min walk eye rest.

Cut low ROI: 5 Facebook groups same copy scroll → pick 2 active ICP match. WhatsApp forward chain → zero. Debate stranger comment → brand risk Ch11.

Study plan time tracking: outreach vs study vs admin log simple—Toggl or notebook Ch12 preview. Protect sleep—marathon ambassador not 90-day burnout quit.

Permission boundaries: family hour block evening; morning POS non-negotiable if possible. Ramadan adjust demo to evening slot—note schedule change in report.

Word AI Tools for BDR: ChatGPT — email, Facebook post, follow-up idea draft (human edit mandatory, no false claim). Canva — poster, social media official colors. Google Sheets — report, KPI dashboard. Google Calendar — meeting, reminder, demo slot.

AI does not replace relationship—before send read every message for Bangladesh respectful tone. Never guarantee in AI text—Never List filter Ch9.

Word Personal KPI Dashboard — Monthly Score 100: Lead, Registration, Paid, Activity, Quality, Reporting, Teamwork categories weighted programme-defined. Self-score weekly honest before manager review.

Quality dimension: not volume only—activation %, referral, support speed, ethical compliance. Reporting dimension: on-time daily report streak. Teamwork: share template, help peer, no lead steal.

Performance Rating & Recognition (Word): monthly Top Performer—Certificate, Facebook Feature, Bonus, Special Webinar, Leadership Opportunity. Aim healthy competition not toxic cut-throat.

• ChatGPT: draft → human edit
• Canva: branded visual
• Sheets: KPI + report
• Calendar: demo/follow-up block

Word Red Flags — Manager watch: ❌ No report ❌ No follow-up ❌ Spam ❌ Wrong info ❌ No teamwork. One red flag = fix conversation; pattern = programme exit risk.

Word Success Formula: Discipline + Consistency + Learning + Action + Reporting = Success. POS chapter capstone—implement daily checklist formula.

Recognition Program celebrate publicly—model behavior. Red flag self-audit monthly: which category slip? Peer feedback welcome.

Word Founder Message: *'Many people work hard, but not everyone succeeds. Because successful people do not just work hard—they follow a system. At CV Hunt we want a culture where every BDR knows what to do today, why to do it, and how to measure their own progress. Discipline and consistency are the foundation of long-term success.'* — Md. Aliul Azim Sogir Howlader

Print founder quote in workspace—on motivation dip days the system remains.

Study plan Negotiation mindset: negotiation is not a fight—solving problems together. Win-win frame protects Ch9 relationship long-term referral.

BATNA (Best Alternative To Negotiated Agreement): if deal fails, what is best option? Example: user walks—free CV Hunt path still okay; CRM 90 day nurture; relationship intact. Weak BATNA = desperate unauthorized discount Ch5 ethics.

Prepare 3 gives: e.g. extended trial day, bonus template pack, referral credit if programme allows—pre-approved only. Know walk-away: unauthorized price cut never. Preserve relationship: today's no premium ≠ tomorrow's enemy.

Compare mindset Battle vs Win-Win (study plan): Battle = prove right, user lose face, fatal in Bangladesh culture. Win-win = user dignity, value clear, concession trade, not free drop.

Ch8 objection 'don't want to pay'—negotiation prep overlap: honor free path, premium later user decides.

Study plan Preparation checklist: write goals, write limits, gather info (user segment, pain, authority), authority check (parent pay? director sign?), book quiet time. Silence practice—do not rush fill awkward pause and concede.

Anchoring & framing: present official price confident—bundle value, not panic drop. No fake was-price Ch5 ethics. Monthly equivalent frame: 'less than 15 taka/day—one interview call value?' Compare time saved HR case Ch9.

Concessions strategy: if programme promo exists not automatic discount—trade: referral 2, testimonial video, case study permission. Get something back each give. Document approval WhatsApp screenshot file. Expiry real not fake urgency.

Bangladesh negotiation scene: bazaar habit expects discount—reframe value + official policy calm. 'Approval needed' honest if true—never fake manager call theater.

Before call write numbers down—emotion mid-call forgets walk-away limit.

Study plan Multi-party: Parent pays + student uses—include both concerns. Student UX demo; parent ROI safety, cost, career outcome realistic (no job guarantee). Separate WhatsApp awkward—group call permission or sequential same day message align.

SME director + admin: director budget ROI; admin daily use friction. Ch9 Case 2 pattern—admin trial, director recap email 24 hour. Identify decision maker BANT authority Ch8. Separate meetings OK if time respect. Align messages—admin hears productivity, director hears time/money save.

Identify blocker: price vs trust vs timing—different tactic. Price = value frame + approved concession trade. Trust = case study + demo + Never List language. Timing = CRM nurture permission date.

Ch8 B2B: never insult internal recruiter/tender team—negotiation with HR means complement not replace. Multi-party misalignment #1 B2B lost deal reason Bangladesh SME.

Study plan Monroe (flow infographic): Attention → Need → Satisfaction → Visualization → Action. Standard structure for campus seminar, webinar, SME lunch presentation.

Attention: Bangladesh context hook statistic—youth unemployment, tender miss cost, HR shortlist hour waste—7 sec opening eye contact. Need: amplify pain story, not insult—student gets no interview calls, contractor manual PDF search.

Satisfaction: CV Hunt / GoBiDx solution one path segment matched—no dual dump in mixed room without poll. Visualization: demo live or before/after screenshot—user sees self succeed. Action: clear CTA one—register link QR, demo book sheet, WhatsApp opt-in—not nine options.

Ch6 channel event → Ch8 script → Ch10 Monroe = full event playbook. Rehearsal record—identify filler word excess.

1. 1Campus format 45 min: Attention+Need 8 min
2. 2Satisfaction+Demo 20 min
3. 3Visualization story 7 min
4. 4Action+ Q&A 10 min — Practice timer

Study plan Visual design basics: one idea per slide, keep font large (body 24+), use CV Hunt official brand color, minimal text—detail on slide not, you speak it. Good contrast for university hall projector washout. Use licensed or official asset images only.

Handling Q&A: repeat question so all audience hears; honesty if unknown—'I will confirm with official support', do not guess; bridge to value; long technical detail offline after session; not defensive tone (Ch9 Never Argue applies on stage); announce 5 min left for last 2 questions.

Virtual presentation tips: screen share in slide show mode; engage audience with poll/chat at start; keep backup link bit.ly duplicate; co-host monitors chat, you present; if recording allowed replay leads go CRM New stage; end survey link—feedback one question, informal NPS Ch9.

Bangladesh virtual reality: backup phone hotspot for load shedding; test Zoom/Google Meet 15 min before; Bengali slide + English term consistency per programme glossary.

Study plan Negotiation role-play: partner plays hard price cutter; you practice calm value + BATNA + approved trade. Debrief: feeling, trigger word ('price high', 'competitor cheap'), improve phrasing next round. Optional: voice note record for self review.

Word Practical Exercise — 7-day planner: how many new conversations, how many demos, how many registration attempts, which day which category (Student, HR, SME, Contractor). Write Sunday, tick daily, Saturday weekly SOP review.

Lab merge Part A+B+C: Day 1–3 POS strict SOP; Day 4 Monroe outline 5 slide; Day 5 negotiation role-play 2 scenario; Day 6 peer mini seminar 10 min; Day 7 report + weekly questions + KPI self-score.

• ☐ Target written
• ☐ 15 new leads
• ☐ 10 meaningful conversations
• ☐ 2 demos
• ☐ Follow-up complete
• ☐ 1 value post
• ☐ Daily report
• ☐ Tomorrow's plan — print/laminate at desk

1. 1Daily checklist print—tick before sleep
2. 27-day planner: category rotation schedule
3. 3Monroe 5-slide skeleton one segment
4. 4Negotiation role-play 2×—premium + parent pay
5. 5Virtual tech test 15 min before any webinar
6. 6Daily report streak 7 day challenge

Chapter 10 quiz—understand terms:

• POS: Professional Operating System—daily rhythm
• SOP: Standard Operating Procedure—Daily/Weekly/Monthly
• BATNA: best alternative if deal fails
• Win-win: not fight—solve together
• Anchoring: official price confident present
• Monroe: Attention → Need → Satisfaction → Visualization → Action
• Lead Status: New → … → Referral pipeline
• Follow-up Hour: 1 hr sacred for old leads
• KPI 100: Lead, Reg, Paid, Quality, Report, Team
• Red Flags: no report, spam, false info
• Success Formula: Discipline + Consistency + Learning + Action + Reporting

Chapter 10 merge: Word POS — SOP, CRM, KPI, Reporting + study plan Negotiation & Monroe Presentation. Not motivation but system; not battle but win-win; not slide read but stage presence.

Field deployment: Daily checklist active, write 7-day planner, CRM status update, report streak start, Monroe 5 slide ready, negotiation prep sheet BATNA + 3 gives. Submit report today—even quiet day honest zero.

Revision outline:

1. 1Workflow: Planning → … → Improvement (10 stage)
2. 2Daily SOP: 8–9 plan, 9–11 lead gen, demo 2–3, follow-up hr, content 30, report
3. 3Weekly/Monthly: learn/mistake/platform; growth vs busy
4. 4CRM: New → Referral—no notebook only
5. 5Time: 50+10 focus; waste vs invest
6. 6AI tools: ChatGPT, Canva, Sheets, Calendar
7. 7KPI 100 + Red Flags + Success Formula
8. 8Negotiation: BATNA, prep, anchor, concession trade
9. 9Multi-party: parent+student, director+admin
10. 10Monroe + Visual + Q&A + Virtual tips
11. 11Lab: checklist, 7-day planner, role-play

Next Step: After Chapter 10, take the chapter quiz (20 MCQs, pass mark 80%). Complete the full chapter and ~60 minutes of active study to unlock the quiz (when review mode is off).