The Day The Job Fairy Died
It was nearly 40 years ago, but I can still remember it clearly. I’d just started my first “real” job, and had been at it about three months. Every day, […]
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You Will Never Listen Yourself Out of Business.
This insight is one of the better understood principles relating to the difference between traditional sales and Business Development. Simply put, if your objective is to develop business with your
You Will Never Listen Yourself Out of Business. Read More »
Don’t Get Mad At People For Doing What You Never Told Them Not to Do.
As professionals in Business Development we have to take responsibility for the nature of our relationship with our customer. Prevent issues from becoming negative issues by negotiating and agreeing on the rules of engagement at the beginning of the relationship. Create a win-win relationship and everybody succeeds.
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If Your Question Is Longer Than Two Lines, You Probably Aren’t Asking the Best Question.
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
If Your Question Is Longer Than Two Lines, You Probably Aren’t Asking the Best Question. Read More »
Just Because You Have It … Doesn’t Mean They Need It!
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
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No Problem … No Need … No Prospect!
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
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Your Prospect Needs to Be Working As Hard to Buy As You Are to Sell.
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 »
Why People Don’t Buy: No Pain, No Match, No Crisis, No Trust.
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 »
The Burden of Proof Is on the Prospect.
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.
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Your Prospects Don’t Care About You … But They Love to Talk About Themselves.
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 »