Are you a good selling or business development professional? What distinguishes you from the remainder of the pack?
With over 27 years of experience working with those that develop business and sell for a living I find the following characteristics:
1- Those that seek relationships not a commission check
2- Do not procrastinate, using the hours in the day wisely to be with prospective and current clients
3- Do not waste “windshield time” on wasteful things or nothing
4- Reads voraciously to understand competitive intelligence that aids the client
5- Establishes a strategic account profile to understand prospective client opportunities and limitations
6- Knows the economic buyer in their accounts and does not waste time with gatekeepers
7- Think strategically not tactically to engage buyers
8- Learning the client’s business and discovering methods to assist them now and in the future
9- Prepare provocative questions that engage and enlighten
10-Knows when to listen and when to speak
11-Networks constantly to meet new buyers
12-Engages a sales process
13-Creates emotion and has a passion for the sales process
14-Believes in what they are selling
15-Nurtures relationships with proper customer service, returning all calls and emails in a timely manner
16-Uses and respects the relevance of CRM reporting useful data to upper management
17-Understands the importance of customer to customer influences on account management
18-Thinks in terms of client outcomes, not units sold
19-Dresses professionally and is ready to engage with every client
20-Has poise and flexibility to engage gatekeeper and buyer ethically
Use the following as a checklist for your selling professionals if you are a manager or for you personally if you sell for a living. Check back periodically to determine methods to make you a more effective seller to alleviate time and develop more business.
©2010. Drew Stevens PhD. All Rights Reserved.