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 challenges. Listening …
Your Prospects Don’t Care About You … But They Love to Talk About Themselves. Read More »
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 …
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. Technical problems are, however, typically …
The Problem a Prospect Brings You Is Almost Never a Technical Problem. Read More »
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, …
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 ends …
In Business Development, Stay Professionally Involved But Emotionally Detached. Read More »
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 them to buy. This …
There Are No Customers Who Do Not Buy, but Simply Prospects Who Fail to Qualify. Read More »
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 …
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 these attributes …
The 3 Cs (Credibility, Confidence and Courage) = Success in Business Development Read More »
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 …
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 and understand that getting a …