Success Champions into giving up. I don’t know how they sleep at night, but they are good at it.
You don’t have a sales problem!
Nope, you have a business development problem.
“What most of you suck at is getting to that damn conversation. Because no one teaches it - or very few at least.”
don’t care what the gurus say; there’s only thing that separates good salespeople from badass salespeople. That’s business development. Let me explain.
Most people who teach sales or selling, built their career in transactional sales. One time closes and they didn’t care if the individual ever came back. What most of their training and coaching focuses on what to say and do once you’re in a sales call or conversation. What they suck at telling you is how to actually get into that call or conversation. Why? Because most transactional salespeople have customers coming to them. They walk on a car lot or in a store and already are looking for what you sell. Man, if people came to me over the years already looking to buy, I would have made a helluva lot more money. Unfortunately for most people in transactional sales, their commissions suck ass. When you learn from people who only know transactional sales and not how to build relationships you learn conversational tactics. Mindgames, where you learn to say x when a customer says y. They are wicked smart in that conversation, and they can show how to quickly manipulate a person
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That conversation for most people is really simple. Focus on the person, listen to their needs, bond with them, get real with them and they will agree to work with you. Because you both win. What most of you suck at is getting to that damn conversation. Because no one teaches it - or very few at least. So, for the rest of this article, I am going to teach you what I know about what has worked for me to get to those conversations.
By Donnie Boivin
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Here is what I know. Most of you reading this have had some amazing conversations that lead to awesome relationships that ultimately lead you to have a client for life.
www.DonnieBoivin.com
You ready? Let’s do this shit. Business development and sales are not the same thing. Sales is the result of business development activity. Easier said. Business development is all the things you do to get to a sales conversation.
