Having presented your proposal to a prospect you now need to ensure your prospect says “yes” (close). To effectively close, you need to ensure that you have successfully completed each previous stage in the business development process such as building rapport, uncovering needs, exploring solutions to needs and developing a compelling proposal that meets their… Read more…
Fundraising & Corporate Partnerships
Richard is regularly invited to speak at fundraising conferences and events on the subject of engaging corporate partners, applying business development techniques to fundraising and maximising fundraising performance. His focus is to ensure that the passion fundraisers have for their cause translates into their desired outcomes. Richard assists organisations involved in Fundraising in a variety… Read more…
Sales tips to help you convert your next prospect
Whenever I buy a product, I like to understand why I bought from one person and not another. I find that this makes the purchase of the most mundane product a more interesting experience. Good car salesmen are the real pros of the sales game in my opinion as they have to sell to survive… Read more…
“Just send me a proposal!”
I would like to offer a suggestion as to how to address an issue that was raised by participants at a recent seminar I ran. The issue is what to do in a situation where you get through to a prospect on the phone and they cut to “Look, can you just send me a… Read more…
How to respond to “we don’t have any budget”
“We don’t have any budget” is one of the classic objections that I am sure we have all experienced at some point in time. What separates successful from less successful business developers is how they respond to the objection. Too many end the conversation at this point and as a consequence miss out on the opportunity… Read more…
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