Symptoms:
Carl was feeling frustrated and hurt. One of his best accounts was showing a definite decline in volume that was way beyond what could be explained by the market or the economy, and he could not imagine that he had done anything to create the change.
I've got an idea that's been rattling around in my head for a while, and I thought I'd put it out there. I use this when I'm talking to a lot of business owners that are thinking about how and or why, why do they even want to hold their business development teams accountable? I think there's a pretty simple formula, that even if you're not a sales manager, if you're just out there in the world of business development, and you want to find a way to make life easier for yourself, I'd like you to think about this three word, process.
We have been taught that the customer is ALWAYS right, no matter what. What if we told you that you have rights as the seller as well.... Here is YOUR bill rights.
Carrie looked at her calendar and started to worry. She was near the end of the 3rd quarter and at only 60% of her annual sales goal. As she reviewed what she had done over the first nine months, she saw lots of cold calls and follow-ups on the leads she had generated at the two trade shows her company targeted.
Look, business development is hard, it's really hard. Some days, frankly, we have so much going on, it's not just that you get a new client, but you've got to service new client.
Mary was on one of her first sales calls as a new rep and the prospect, with his first question, invited her straight onto the Buyers Bus: "Tell me about your company and what you do".
My topic today is something that I think anybody in business development, and frankly, anyone that's into communication, in a way they think they just got to get better at it, and they're tired of having conversations that might not be the real conversations they should have.
Andrea hated the pressure of selling. After three years in the business of selling payroll services Andrea thought she would be past this stage of professional development. Day after day, call after call it was still there; that pressure to convince someone that you are the perfect fit for their company when the market offered so many options. Andrea had to admit that at times she felt like she was lying to get a sale.
