Be Professionally Involved
and Emotionally Detached.
This is one of our favorite insights, because it
describes best the state of mind you need to embrace in order to be
successful in the role of Business Development.
In the Mastering
Business Development® workshops,
we realize that our emotional ego state and its
vulnerability are inherent limitations in the role of Business
Development. Prospects and clients do not care about you or your
emotions. The role of Business Development is not one in which to
get your emotional needs met. Consequently, in order to be successful
in the role, you must stay emotionally detached and proactive in the
evaluation of the issues concerning whether or not you can really be of
service in solving prospect/client problems.
To achieve success in Business Development, it is essential to be
professionally involved with a process that forces you to quickly
determine whether or not your prospect qualifies for further
involvement. And, using this discovery process, whether or not you can
develop a long term positive business relationship. The best example of
being professionally involved and emotionally detached is the triage
position in emergency medical situations. In these critical scenarios,
evaluations have to be made, decisions given and actions taken. Triage
professionals are not in any way devoid of emotion. However, they
have
learned that to do the best for their patients/clients, they must
maintain total professional objectivity.
