Many traditional
sales systems are feature and benefit based and push oriented. These
systems attempt
to convince prospects that they need products or services.These processes are based on the premise that
if there is a need, then based on that need, prospects should say "yes"
by acknowledging
their need and buying the product or service.Very
few, if any, Business Development systems operate
from the premise
that people buy for "their reasons" and never yours; and just because
you have
it, doesn't mean they need it!
A good Business Development system
disqualifies unqualified individuals early and often. A valuable,
efficient and
effective process values "no's" highly and is setup to disqualify
individuals early
if there are no problems that can
solved,if there is no budget, or if the
individuals are not prepared to invest funds to solve the problems.Getting "no's" early and often, valuing the
"no's", and understanding that by successfully disqualifying
unqualified
situations quickly, you are then free to invest your time dealing with
valuable
prospects who need and willing to purchase your products or services.
Learn the value of "no's". Learn
and encourage your
prospects to legitimately disqualify themselves early thus
saving both time and needless effort in
determining whether or not you can be of value to each other.
