Why is business development so hard

HousekeepingWhy is Business Development So Hard?

© Copyright 2011 Flair Coaching Limited

HousekeepingWhy is Business Development So Hard?

Especially for Lawyers, Accountants, Bankers and Consultants.


“There are worse things in life than death. Have you ever spent an evening with an

insurance salesman?”

Woody Allen


“There are worse things in life than death. Have you ever spent an evening with an

insurance salesman?”

Woody Allen

Tradesmen sell; professionals do business don’t they……


Look around you….


Look around you….

Pretty much everything you can see is there because somebody sold something!


In a recent survey only 5% of respondents said they found converting contacts into clients

easy.

65% said they did not class themselves as sales people.

74% claimed they did not rely on a CRM system – the most powerful sales tool around


In a recent survey only 5% of respondents said they found converting contacts into clients

easy.

65% said they did not class themselves as sales people.

74% claimed they did not rely on a CRM system – the most powerful sales tool around

Source: 2011 Flair BD Survey of Professional Services Providers


Why is this? It takes too much time

I have more interesting things to do

I never signed up to be a sales person

I’m not really sure what to do

I am left to my own devices

That’s marketing’s job isn’t it?© Copyright 2011 Flair Coaching Limited

Why is this? It takes too much time

I have more interesting things to do

I never signed up to be a sales person

I’m not really sure what to do

I am left to my own devices

That’s marketing’s job isn’t it?© Copyright 2011 Flair Coaching Limited

The truth is being good at your job isn’t enough any

more.

You need to be the owner of your own revenue stream.


The truth is being good at your job isn’t enough any

more.

You need to be the owner of your own revenue stream.

Added bonus: absolute job security.

Everybody wants to employ a fire-starter!


Here’s a few home truths Part of your job is sales – get over it

Only sell to somebody what they really need

Selling is easy – no, it really is

When done properly it’s not time consuming

You already have everything you need


Here’s a few home truths Part of your job is sales – get over it

Only sell to somebody what they really need

Selling is easy – no, it really is

When done properly it’s not time consuming

You already have everything you need

Professional selling is actually kinda sexy!© Copyright 2011 Flair Coaching Limited

To be highly effective at selling you need to get a few

things straight.

5 things in fact.

So here they are………


Systematic Have a set tactic for each sales situation

Recognise the triggers for each tactic

Assemble the tools of your trade

Sharpen the techniques for each tactic


Systematic Have a set tactic for each sales situation

Recognise the triggers for each tactic

Assemble the tools of your trade

Sharpen the techniques for each tactic

Think mechanic: symptoms indicate the problem which dictates the remedy and tools and of course, practice makes perfect.


Organised A place for everything & everything in place

A database with all your client details on it

A library of appropriate sales collateral

All sales related documents catalogued


Organised A place for everything & everything in place

A database with all your client details on it

A library of appropriate sales collateral

All sales related documents catalogued

Think librarian: a whole library full of books, a system to record them all and a catalogue to be able to find each one in seconds.


Disciplined Deterioration comes without discipline

Consistently use tactics and keep records

Get a sales buddy to work with

Be your buddy’s conscience – be strict


Disciplined Deterioration comes without discipline

Consistently use tactics and keep records

Get a sales buddy to work with

Be your buddy’s conscience – be strict

Think personal trainer: putting you through your paces and not allowing any deviation from the path - expect great results!


Innovative People like new things

Old problems need new solutions

Work with your buddy for sales innovation

Don’t be afraid to experiment


Innovative People like new things

Old problems need new solutions

Work with your buddy for sales innovation

Don’t be afraid to experiment

Think scientist: focus on the problem, come up with new ideas, experiment and then review, refine and retry.


Tenacious You only fail when you cease to try

If it was easy everybody would do it

Never give up; try, learn and try again

Losers give up whilst winners keep on going


Tenacious You only fail when you cease to try

If it was easy everybody would do it

Never give up; try, learn and try again

Losers give up whilst winners keep on going

Think Terminator: “It doesn’t feel pity or remorse or fear and it absolutely will not stop, ever.”


All very well but the acronym for this is a very unfortunate


All very well but the acronym for this is a very unfortunate

S O D I TA shame but maybe you will

stand half a chance of remembering it though.


If you would like to know more about us or just get more free stuff like this then....

Web: flair.co.uk

Blog: mikeames.wordpress.com

Twitter: @Mike_Ames_Flair

The Flair Coaching Practice


If you would like to know more about us or just get more free stuff like this then....

Web: flair.co.uk

Blog: mikeames.wordpress.com

Twitter: @Mike_Ames_Flair

Or you can just Google: “Mike Ames”



Thank you for watching

