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Insight # |
Title |
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1 |
Always have a Goal....Activity is not Accomplishment |
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2 |
Conceptually- stay outside your comfort zone |
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3 |
Know that you have value in the Relationship |
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4 |
Know Your Value... Your Purpose Statement |
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5 |
C3 (Credibility, Confidence & Courage)= Success in Business Development |
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6 |
Just because you have it.... Doesn't mean they need it |
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7 |
No Problem....No Need....No Prospect |
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8 |
In Business Development, Stay Professionally Involved but Emotionally Detached |
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9 |
Your Prospect doesn't care about you, but they love to talk about themselves |
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10 |
The 3 P's: Principles, Purpose and Process |
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11 |
Don't get mad at people for doing what you never told them not to do |
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12 |
The burden of proof is on the prospect |
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14 |
Don't look too good nor talk too wise |
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15 |
Master long-term thinking like a business professional vs. short-term thinking like a Sales Person |
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16 |
The thinking that got you here today...is not the thinking that will get you where you need to go |
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17 |
When the pain of change is less than the pain you're in ...you will change |
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18 |
Why people don't buy: No pain, no match, no crisis, no trust |
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19 |
Your meter is always running. It's always a business relationship |
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20 |
Everybody wants to go to heaven...no one wants to die |
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21 |
If your head doesn't get there first, your tail never will |
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22 |
Only decision-makers can discuss money |
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23 |
How you do in your roles in life is not a reflection of you as an individual |
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24 |
Be professionally involved and emotionally detached |
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25 |
Any strength to an extreme becomes a weakness |
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26 |
You will never listen yourself out of business |
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27 |
Everyday you do business with someone, you are one day closer to ending it |
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28 |
There are no customer who don't buy, only prospects who don't qualify |
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29 |
The key to business development is learning what pains you solve |
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30 |
If you sense it or feel it, say it tactfully |
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31 |
The problem the prospect brings you is never the real problem |
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32 |
All motivation is ultimately self motivation |
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33 |
Bad business is worse than no business |
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34 |
No one will ever get mad at you for doing something they gave you permission to do |
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35 |
Wherever you are in life, you are there by
choice |
|
36 |
It's easier to find a diamond in the rough
than it is to apply pressure to coal |
|
37 |
Good Matters Get Better, Bad Matters Get Worse |
|
38 |
Your Prospect Needs To Be Working As Hard To
Buy As You Are To Sell |
|
39 |
Sales is no Place to Evaluate your Self
Worth |
|
40 |
A Good Business Development System Forces
You to Get No's Early and Often |
|
41 |
People don't Fight Change.... They Fight
Being Changed
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42 |
Defend Your Limitations and Sure Enough
they're Yours |
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43 |
Thinking Comes Right Before Trouble |
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44 |
Business Development is Hysterical Activity
On the Way to the Grave; It is not Relevant
Social Behavior |
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45 |
Work on the Right Side of the Problem |
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46 |
The
Problem a Prospect Brings You is Almost
Never a Technical Problem |
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47 |
Goal
Power: All Motivation is Self Motivation |
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48 |
How Good
are You at Successfully Failing? |
|
49 |
What is Business Development? |
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50 |
What is Your Business Development Culture? |
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51 |
Are You a Strategic Business Leader? |
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52 |
Change is Coming. Are You Ready? |
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53 |
Digging the BD Ditch" Are You Turning It
Around or Digging Deeper? |
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