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Finding a compelling reason to change.
Before presenting your solution, you must find your prospect's compelling reason to change.
Three essential questions in your new business development process
Over the past month in our work with clients and speaking to groups, a "back to basics" theme has emerged. Sometimes we try to get too fancy with our approach to business development - building out complex process maps, jockeying for an upper hand in negotiations, trying to master human psychology and extract all the information inside someone's head.
Of Fish and Lobsters
How often do you look at your sales team (or your own time) and wonder why people spend time chasing the wrong prospects. It's as if they are trying to catch fish when we are in the lobster business...
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- New Thinking Blog
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« September 2010 » Su Mo Tu We Th Fr Sa 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 - Recent entries:
- Facilitating vs. Selling
- Barking Up a Dead Horse – You can’t just WILL yourself or your people to change
- Get a Response & Get the Truth from your prospects
- Topic of the Day: Curiosity isn't going to kill anyone
- What are you afraid of?
- More...
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- Personal Power (1)
- Sales (1)
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