Why is business development so hard
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Transcript of Why is business development so hard
HousekeepingWhy is Business Development So Hard?
© Copyright 2011 Flair Coaching Limited
HousekeepingWhy is Business Development So Hard?
Especially for Lawyers, Accountants, Bankers and Consultants.
© Copyright 2011 Flair Coaching Limited
“There are worse things in life than death. Have you ever spent an evening with an
insurance salesman?”
Woody Allen
© Copyright 2011 Flair Coaching Limited
“There are worse things in life than death. Have you ever spent an evening with an
insurance salesman?”
Woody Allen
Tradesmen sell; professionals do business don’t they……
© Copyright 2011 Flair Coaching Limited
Look around you….
© Copyright 2011 Flair Coaching Limited
Look around you….
Pretty much everything you can see is there because somebody sold something!
© Copyright 2011 Flair Coaching Limited
In a recent survey only 5% of respondents said they found converting contacts into clients
easy.
65% said they did not class themselves as sales people.
74% claimed they did not rely on a CRM system – the most powerful sales tool around
© Copyright 2011 Flair Coaching Limited
In a recent survey only 5% of respondents said they found converting contacts into clients
easy.
65% said they did not class themselves as sales people.
74% claimed they did not rely on a CRM system – the most powerful sales tool around
Source: 2011 Flair BD Survey of Professional Services Providers
© Copyright 2011 Flair Coaching Limited
Why is this? It takes too much time
I have more interesting things to do
I never signed up to be a sales person
I’m not really sure what to do
I am left to my own devices
That’s marketing’s job isn’t it?© Copyright 2011 Flair Coaching Limited
Why is this? It takes too much time
I have more interesting things to do
I never signed up to be a sales person
I’m not really sure what to do
I am left to my own devices
That’s marketing’s job isn’t it?© Copyright 2011 Flair Coaching Limited
The truth is being good at your job isn’t enough any
more.
You need to be the owner of your own revenue stream.
© Copyright 2011 Flair Coaching Limited
The truth is being good at your job isn’t enough any
more.
You need to be the owner of your own revenue stream.
Added bonus: absolute job security.
Everybody wants to employ a fire-starter!
© Copyright 2011 Flair Coaching Limited
Here’s a few home truths Part of your job is sales – get over it
Only sell to somebody what they really need
Selling is easy – no, it really is
When done properly it’s not time consuming
You already have everything you need
© Copyright 2011 Flair Coaching Limited
Here’s a few home truths Part of your job is sales – get over it
Only sell to somebody what they really need
Selling is easy – no, it really is
When done properly it’s not time consuming
You already have everything you need
Professional selling is actually kinda sexy!© Copyright 2011 Flair Coaching Limited
To be highly effective at selling you need to get a few
things straight.
5 things in fact.
So here they are………
© Copyright 2011 Flair Coaching Limited
Systematic Have a set tactic for each sales situation
Recognise the triggers for each tactic
Assemble the tools of your trade
Sharpen the techniques for each tactic
© Copyright 2011 Flair Coaching Limited
Systematic Have a set tactic for each sales situation
Recognise the triggers for each tactic
Assemble the tools of your trade
Sharpen the techniques for each tactic
Think mechanic: symptoms indicate the problem which dictates the remedy and tools and of course, practice makes perfect.
© Copyright 2011 Flair Coaching Limited
Organised A place for everything & everything in place
A database with all your client details on it
A library of appropriate sales collateral
All sales related documents catalogued
© Copyright 2011 Flair Coaching Limited
Organised A place for everything & everything in place
A database with all your client details on it
A library of appropriate sales collateral
All sales related documents catalogued
Think librarian: a whole library full of books, a system to record them all and a catalogue to be able to find each one in seconds.
© Copyright 2011 Flair Coaching Limited
Disciplined Deterioration comes without discipline
Consistently use tactics and keep records
Get a sales buddy to work with
Be your buddy’s conscience – be strict
© Copyright 2011 Flair Coaching Limited
Disciplined Deterioration comes without discipline
Consistently use tactics and keep records
Get a sales buddy to work with
Be your buddy’s conscience – be strict
Think personal trainer: putting you through your paces and not allowing any deviation from the path - expect great results!
© Copyright 2011 Flair Coaching Limited
Innovative People like new things
Old problems need new solutions
Work with your buddy for sales innovation
Don’t be afraid to experiment
© Copyright 2011 Flair Coaching Limited
Innovative People like new things
Old problems need new solutions
Work with your buddy for sales innovation
Don’t be afraid to experiment
Think scientist: focus on the problem, come up with new ideas, experiment and then review, refine and retry.
© Copyright 2011 Flair Coaching Limited
Tenacious You only fail when you cease to try
If it was easy everybody would do it
Never give up; try, learn and try again
Losers give up whilst winners keep on going
© Copyright 2011 Flair Coaching Limited
Tenacious You only fail when you cease to try
If it was easy everybody would do it
Never give up; try, learn and try again
Losers give up whilst winners keep on going
Think Terminator: “It doesn’t feel pity or remorse or fear and it absolutely will not stop, ever.”
© Copyright 2011 Flair Coaching Limited
All very well but the acronym for this is a very unfortunate
© Copyright 2011 Flair Coaching Limited
All very well but the acronym for this is a very unfortunate
S O D I TA shame but maybe you will
stand half a chance of remembering it though.
© Copyright 2011 Flair Coaching Limited
If you would like to know more about us or just get more free stuff like this then....
Web: flair.co.uk
Blog: mikeames.wordpress.com
Twitter: @Mike_Ames_Flair
The Flair Coaching Practice
© Copyright 2011 Flair Coaching Limited
If you would like to know more about us or just get more free stuff like this then....
Web: flair.co.uk
Blog: mikeames.wordpress.com
Twitter: @Mike_Ames_Flair
Or you can just Google: “Mike Ames”
The Flair Coaching Practice
© Copyright 2011 Flair Coaching Limited
Thank you for watching
The Flair Coaching Practice
© Copyright 2011 Flair Coaching Limited