Stop and take a moment to think about the kinds of questions you ask your prospects. Is your tendency to ask long, overly-focused questions or short, open-ended questions? As a […]
Salespeople often rely too heavily on their company’s products, services and accompanying solutions. They believe just because they have something to offer, someone must need it. Since that’s not necessarily
Just Because You Have It … Doesn’t Mean They Need It! Read More »
In Business Development, most of us think you have to establish a prospect’s need for your product or service. But there’s a significant hurdle that must be tackled first: the
No Problem … No Need … No Prospect! Read More »
One of the basic rules of psychology states, “If you are working harder to help someone than they are working to help themselves, you are in fact the problem.”
Your Prospect Needs to Be Working As Hard to Buy As You Are to Sell. Read More »
If we do not understand how and why people buy or have a process to disqualify opportunities early, we tend to rationalize a reason why the person did not buy from us. On a fundamental basis, there are four reasons why a person will not pursue a solution to a problem.
Why People Don’t Buy: No Pain, No Match, No Crisis, No Trust. Read More »
Traditional sales people labor under an unfair burden and disadvantage. Psychologically, they believe that when approaching a potential customer, they have to prove the value of their product or service. Because of this misconception, they immediately begin promoting or pushing features and benefits, and consequently meet resistance from the prospect.
The Burden of Proof Is on the Prospect. Read More »
Prospects and individuals, in general, are self-centered and really only care about themselves. Given the opportunity, they are happy to discuss every detail of their world, situation and challenges. Listening
Your Prospects Don’t Care About You … But They Love to Talk About Themselves. Read More »
During a conversation with a prospect, if you sense something is incorrect or feel you are being misled or denied information … trust your feelings. First, identify and understand what
If You Sense It or Feel It, Say It Tactfully. Read More »
By nature, technical professionals are driven to solve problems. So, it’s not surprising that many Business Development Professionals focus their efforts on uncovering technical problems. Technical problems are, however, typically
The Problem a Prospect Brings You Is Almost Never a Technical Problem. Read More »
Often, when we encounter problems in the role of Business Development, it’s because we’re working on the symptoms of the problem, rather than the real problem. Getting to the root,
Work on the Right Side of the Problem. Read More »