mastering business development

Questions or Statements

Questions or Statements?

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 Business Development Professional, it is critical to understand the value of a good question as it is one of the primary ways to gather valuable intelligence. However, it is important to note that not all questions are created equal. Over the years we have found that short, simple questions often elicit a more valuable and complete response. As you deliver your question to the prospect, be sure you are not “leading the witness” by asking long winded questions or starting the question with a statement.

Conceptually – Stay outside your comfort zone

In Business Development, it’s never about you. It’s all about the client and their needs, their concerns, their perspective of the problem, and ultimately, their decision about the solution. In come cases, the solution may not even involve you or your company!

Do you know your purpose?

Your Purpose Statement

Leadership in Business Development is about character. Being a leader, rising to the top 3% in your profession, is anchored on your principles, ethics and values. Your purpose… what you do for other people… evolves out of these principles, ethics and values.