A,B,Cs of Business Development: Strategy for the Non-Complex Sale
A,B,Cs of Business Development: Strategy for the Non-Complex Sale
I am going to introduce you to a technique I call the A,B,Cs of Business Development.
Main Point: Most decision makers are very busy. Often they are willing to work with vendors, recruiters, etc. on an informal basis. If you have a great product or service that matches the client's needs, why complicate or slow down the sales cycle? Start simple and move into relationship mode as you build trust and understanding for the clients needs and interests.
Plan A: If you can get in the door and do a presentation or product information table in a high traffic area... keep it simple... and get in the door.
If you are getting "closed door" objections (Ex. No solicitation, against policy, we don't allow vendors, etc.) move to plan "B"...
Plan B: Switch gears and try to set up a meeting with a decision maker to understand their needs and create value. Match only the product features and benefits that meet that particular client's needs.
If you are still getting "closed door" objections, move to Plan "C"
Plan C: Let the client know that you understand their objection and this may not be the best time to meet. Inform them that you will be following up on another date and time that is more appropriate.
(Your follow-up call should be scheduled "sooner rather than later," and you should begin that call with Plan "B")
Important Note: If Plan "A" was successful right from the beginning. You should always move to Plan "B" after the "event" so that you may determine the potential for building an ongoing relationship with the client.
Follow these steps relentlessly, honing your skills along the way, and your results will soar!
What techniques do you use for keeping it simple and gradually moving into a partnership or long-term relationship?
ABCs of Business Development Strategy for the NonComplex Sale - To learn more about this author, visit Doyle Slayton's Website.
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Does your product or service allow for a simple, non-complex sales approach?
I am going to introduce you to a technique I call the A,B,Cs of Business Development.
Main Point: Most decision makers are very busy. Often they are willing to work with vendors, recruiters, etc. on an informal basis. If you have a great product or service that matches the client's needs, why complicate or slow down the sales cycle? Start simple and move into relationship mode as you build trust and understanding for the clients needs and interests.
Plan A: If you can get in the door and do a presentation or product information table in a high traffic area... keep it simple... and get in the door.
If you are getting "closed door" objections (Ex. No solicitation, against policy, we don't allow vendors, etc.) move to plan "B"...
Plan B: Switch gears and try to set up a meeting with a decision maker to understand their needs and create value. Match only the product features and benefits that meet that particular client's needs.
If you are still getting "closed door" objections, move to Plan "C"
Plan C: Let the client know that you understand their objection and this may not be the best time to meet. Inform them that you will be following up on another date and time that is more appropriate.
(Your follow-up call should be scheduled "sooner rather than later," and you should begin that call with Plan "B")
Important Note: If Plan "A" was successful right from the beginning. You should always move to Plan "B" after the "event" so that you may determine the potential for building an ongoing relationship with the client.
Follow these steps relentlessly, honing your skills along the way, and your results will soar!
What techniques do you use for keeping it simple and gradually moving into a partnership or long-term relationship?
ABCs of Business Development Strategy for the NonComplex Sale - To learn more about this author, visit Doyle Slayton's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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