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 »
Along with your purpose in Business Development, your ability to stay emotionally detached in interactions with prospects and clients is a critical component to your success. Emotion impacts both ends
In Business Development, Stay Professionally Involved But Emotionally Detached. Read More »
Many people in sales and Business Development believe the reason a prospect didn’t buy is that they lacked sufficient information, enough justification or adequate incentives convincing them to buy. This
There Are No Customers Who Do Not Buy, but Simply Prospects Who Fail to Qualify. Read More »
In his poem “If”, Rudyard Kipling shares examples on how to relate to others and exhibit grace, class and humility. People are comfortable with and instinctively trust those individuals who
Don’t Look Too Good or Talk Too Wise. Read More »
Credibility, confidence and courage are three interwoven factors essential for Business Development success. These key elements make us powerful, efficient and effective in the role. Any one of these attributes
The 3 Cs (Credibility, Confidence and Courage) = Success in Business Development Read More »
This insight has implications for both the Business Development Professional as well as the prospect. If you are not a decision maker you will have a hard time bringing up
Only Decision Makers Can Discuss Money. Read More »
One of the defining characteristics between amateurs and Business Development Professionals is their early pursuit of “no.” Business Development professionals have moved beyond fearing rejection and understand that getting a
Do You See “No” As the End or the Beginning? Read More »