Business Development Training : ASSUME makes an ASS out of U and ME

Ever got yourself into the mindset where you ASSUME that the prospect should buy what you’re selling?

Ever found that making that assumption comes back to bite you?

Yes me too…

Because of our biased view we have moved from
“Based on what I know, if I were in their place I would buy”
to
“Therefore, they should buy.”

Two problems here:
1.”What I know” cannot ever be what the prospect knows
2.I can never be the person and know all they know, so any conclusions I make are guesses at best

Often we do this unconsciously and sometimes even with the best of intentions.
If we do not co-create our solutions, by definition, we cannot represent the buyer’s view;

Assuming causes us to begin presenting our service/solution.
We try to get them to agree that we’re right and that they should buy.
Now it’s almost impossible for us to explore what the prospect would welcome discussing with us.
We’ve effectively moved passed that phase in the selling buying process and it’s difficult to go back.
Because whatever we say , the buyer thinks we’ve shown our hand and now want to sell them whatever we said.

Instead, we should always start our business development meeting aiming to investigate with an open mind to learn whether or not the prospect’s circumstances, challenges have sufficient impact to require him to buy any solution, much less our own.
If there’s insufficient need to take action at all, there’s no chance of getting them to make any decision.
And that means there’s no need to take a specific action such as hiring you.

Don’t sell TO that prospect;
Co create a solution (with you at the centre of it) …
Sell WITH them.
And sometimes be prepared to work through a scenario with a client which leads to them not hiring you.
That will do loads for your credibility and they will come back to you when the chance arrives.
However you’ll have to go find another short term prospect.

You’ll find that his help will make all the difference in the world in your rate of success.

Remember: ASSUME makes an ASS out of U and ME  so don’t do it!

Appraisal Skills Training : SMARTER Objectives: Free e-book guide

In an effort to ensure Employees and Line managers get the most out of each other they AGREE objectives.
(We cover this in our Appraisal Skills Training Workshop )
Often they agree SMART objectives and targets.

There are lots of ways that SMART and SMARTER are represented, this is our version

Specific : To your role as an individual and to the outcomes you are trying to achieve

Measurable : So that you can both objectively determine whether the end result has been achieved

Agreed : Upon by you and your Line Manager. Note we don’t use the word SET but AGREED

Realistic : And within your accountability, authority and control

Timed :   To include milestones that will indicate progress

Empowering : We all like to think we are making a difference and can have a choice on the HOW

Reviewed : Absolutely no point in writing them down and filing them.
Only by reviewing them do we learn anything about what’s possible.

We’ve put together a free e-book on how to agree SMARTER Objectives

Here it is … Rainmaker e-book Agreeing Objectives