If you are involved in attracting clients, customers, sponsors and funding the chances are that you undertake a range of activities such as presenting, pitching, appointment setting, networking and meeting prospects. Each of these experiences provides an opportunity to improve your ability to attract more business. A simple and powerful process to improve your performance… Read more…
Improve Next Year’s Performance This Year
An important time of the year is approaching for people who are serious about improving their performance as business developers and who want to attract more clients, customers, sponsors and funding I’m talking about the time before the end of this year, when we should stop to review the year we have just experienced. Key… Read more…
Closing the sale – getting your prospect to say yes
The thought of ‘closing the sale’ tends to put people into two camps; those excited at the prospect of securing the deal and those nervous and even nauseous at the prospect of getting someone to say yes with the possibility of them saying no For the latter, the concept of closing is often something they… Read more…
Closing the Sale – Inducing Action
Closing the sale is about building commitment at each stage of the business development process and if we have built commitment the close is an expected and natural part of the process. Here are five techniques for inducing action after having built commitment. Ask them! Ask them if they would like to go ahead. If… Read more…
Questions & techniques for closing prospects
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…
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