Can This Client be Saved? Impossible you say. Can’t be done. Someone or something in your company may have screwed up royally. Your product simply failed to perform as promised. […]
Yes, You Can Turn an Angry Client into Your Best Client! Read More »
It was nearly 40 years ago, but I can still remember it clearly. I’d just started my first “real” job, and had been at it about three months. Every day,
The Day The Job Fairy Died Read More »
This insight is one of the better understood principles relating to the difference between traditional sales and Business Development. Simply put, if your objective is to develop business with your
You Will Never Listen Yourself Out of Business. Read More »
As professionals in Business Development we have to take responsibility for the nature of our relationship with our customer. Prevent issues from becoming negative issues by negotiating and agreeing on the rules of engagement at the beginning of the relationship. Create a win-win relationship and everybody succeeds.
Don’t Get Mad At People For Doing What You Never Told Them Not to Do. Read More »
Stop and take a moment to think about the kinds of questions you ask your prospects. Is your tendency to ask long, overly-focused questions or short, open-ended questions? As a
If Your Question Is Longer Than Two Lines, You Probably Aren’t Asking the Best Question. Read More »
Salespeople often rely too heavily on their company’s products, services and accompanying solutions. They believe just because they have something to offer, someone must need it. Since that’s not necessarily
Just Because You Have It … Doesn’t Mean They Need It! Read More »
In Business Development, most of us think you have to establish a prospect’s need for your product or service. But there’s a significant hurdle that must be tackled first: the
No Problem … No Need … No Prospect! Read More »
One of the basic rules of psychology states, “If you are working harder to help someone than they are working to help themselves, you are in fact the problem.”
Your Prospect Needs to Be Working As Hard to Buy As You Are to Sell. Read More »
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, there are four reasons why a person will not pursue a solution to a problem.
Why People Don’t Buy: No Pain, No Match, No Crisis, No Trust. Read More »
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 service. Because of this misconception, they immediately begin promoting or pushing features and benefits, and consequently meet resistance from the prospect.
The Burden of Proof Is on the Prospect. Read More »
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