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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, [...]

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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 [...]

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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 [...]

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The Problem the Prospect Brings You Is Never the Real Problem.

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If You Sense It or Feel It, Say It Tactfully.

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 triggered [...]

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The Problem a Prospect Brings You Is Almost Never a Technical Problem.

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. [...]

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Work on the Right Side of the Problem.

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, or [...]

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In Business Development, Stay Professionally Involved But Emotionally Detached.

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 [...]

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There Are No Customers Who Do Not Buy, but Simply Prospects Who Fail to Qualify.

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 [...]

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Don’t Look Too Good or Talk Too Wise.

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 they [...]

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The 3 Cs (Credibility, Confidence and Courage) = Success in Business Development

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 [...]

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Only Decision Makers Can Discuss Money.

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 and discussing money. [...]

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Do You See “No” As the End or the Beginning?

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 [...]

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If You Don’t Already Know By Bid Day Who Won the Bid … It Probably Isn’t You

When responding to bids or RFPs there is a key point to understand: you are automatically a part of someone else’s process. That may be either the prospect’s process or a competitor’s bid-shaping [...]

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The Key to Business Development Is Learning What Pains You Solve

Learning what pains you solve in Business Development begins with an understanding of how and why people buy. Unfortunately, most of us fail to understand what ultimately motivates the buyer’s [...]

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A Good Business Development System Forces You to Get Noes Early and Often.

Many traditional sales processes are push-oriented and focused on features and benefits. These processes attempt to convince prospects that they need products or services. This methodology is [...]

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Every Day You Do Business with Someone, You Are One Day Closer to Ending It.

This insight is often misunderstood and can be confusing if you don’t understand the principle behind it. We all assume that once we have worked hard and won the client’s trust, they are [...]

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Good Matters Get Better. Bad Matters Get Worse.

In Business Development, it’s easier to stay out of trouble than to get out of trouble. What you do to establish the rules of the relationship up front is critical for setting the tone for the [...]

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Don’t Think for the Prospect … Ask.

One of the real challenges for individuals in the Business Development role is that they are intellectually quite bright. Many Business Developers think at a level and pace well beyond that of [...]

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Your Meter Is Always Running. It’s Always a Business Relationship.

People in Business Development frequently have problems separating business from personal relationships. They think if they develop a personal relationship with a prospect or client, it will [...]