A big mistake biz dev reps make is to treat the sales process like a customer interview. You should not be rolling through your 20 great questions. Learn the language that will help you dig deeper, pivot a conversation, and redirect back to your buyer.
- A big mistake a lot of business development reps make…is talking too much and not letting the customer go through…the process of self-discovery.…It's natural, when you're excited,…it's easy to keep talking and just look…for the customer to say yes.…But when you do all of the talking…and your customer doesn't feel any level…of choice or involvement, the default…is to not be onboard.…Let me tell you a fun story about the McCloud family.…It was 2005 and we were all at this Christmas tree farm…picking out the Christmas tree for the year.…
We were all supposed to agree on one,…but my little sister Alex rejected…every tree we found.…We walked around for an hour, and finally my parents…said, "Alright Alex, which tree do you think is good?"…When she pointed to one, we all laughed…because it was the one my dad was recommending all along,…just from a different angle.…And that stubborn little eight-year-old wanted…to feel like she was the one who found the tree.…And your customer wants to feel that same level…of discovery and ownership as part of their buying process.…
- Prepare for strategic conversations.
- Describe how to ask pointed, high-value questions.
- Articulate how to anticipate objections.
- Identify effective body language.
- Personalize your pitch deck.
- Manage the handoff effectively.
- Ask for internal referrals.