From the course: Advanced Business Development: Communication and Negotiation
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Leverage your research
From the course: Advanced Business Development: Communication and Negotiation
Leverage your research
- In Business Development Fundamentals, we talked about knowing your best customers and understanding the business they're in. Now it's time to take a deeper dive and use that information to guide value-based and strategic conversations. Before we jump in, here's the research you should have gathered on your customer. Their name, title, and basic role responsibilities, how their company makes money, the major competitive threats facing their business or industry, and the key initiatives or industry trends that are relevant to your offering. Now the two biggest places you're gonna be leveraging this information is in your questioning and your positioning. Let's start with the questioning. Based on who you're calling on, you'll wanna leverage your research to ask questions that speak directly in to the pressing issues of your buyer. These are their competitors, their key initiatives, the industry trends. For example, imagine you sell video conferencing software. If you're calling on the…
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