From the course: Business Development Foundations: Researching Market and Customer Needs
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Make yourself relevant quickly
From the course: Business Development Foundations: Researching Market and Customer Needs
Make yourself relevant quickly
- After your opening line, what do you say? Your first conversation with a prospect is an opportunity to gather insight, show your expertise, and start to develop a relationship. Your success in those first few minutes of the call is directly correlated to how likely the deal is to close. We've discovered that in the first meeting top tier business development reps do three things differently from the traditional talk tracks. A lot of sales reps come up with a list of questions and drill every prospect with that same list. But when you ask questions back to back and you don't respond to the answers your prospect is giving, the call really quickly begins to feel like a quiz. Top tier reps think of a question list as a repertoire of ways to engage their customer. They focus on using questions as conversation starters, in digging deeper into each one of the questions instead of jumping right to the next question the second you have something written down in the CRM. This makes the…
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