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 is powerful by itself. Put together, they provide a formidable advantage for the Business Development Professional.
Credibility is the value we see in ourselves in helping others with their challenges. This is different from relying on our product’s features and benefits or company’s name brand. It is uniquely what you as an individual bring to the table in understanding the prospect’s pain and helping them find a solution. The knowledge that you are able to help others solve their problems puts you in a profoundly powerful position.
After hours of study, practice and learning from our mistakes, we have confidence in executing our Business Development process. We know what to do, how to do it and why it works.
As professionals, we are anchored in the principles and values that give us courage to do what’s right for the client. Courage comes from having total confidence in our Business Development process. We put our purpose (helping prospects discover what their problems are and finding solutions—whether or not they purchase from us), before our goal of making a sale. We know it’s the right thing to do in building a long-term relationship.