Based on my own experience over many years in sales and a lot of reading, here is a summary of what kind of skills we need to be a qualified Business Developer:
1. Read, read, read and continue reading everything that affects your development goals (especially new technologies, their past performance goals and problems encountered by the target customer). This serves many purposes, mainly to support you in your future conversations. The target customer may have a keen interest, from riding a bicycle to cooking – we will never know. Usually, for a first meeting, the warm-up chat is very casual, and that is when we all try to “read” each other with mutual questions.
2. Listen, listen, listen, and keep listening. It is the ability to search and find where the customer’s “pain” is. Remember that your business needs to be the “cure for cleaning pain”. Many businesses fail at first because the Business Developer talks too much instead of listening. Stop now, as this habit helps to kill business. Find the pain and you will find success.
3. Know your target customer better than they know themselves. Ask questions and LISTEN! The focus is fundamental.
4. Sales activities require a lot of discipline, which will certainly free you from mistakes that can ruin your efforts. Moreover, that will free you from wasting time on useless ventures and failing to close sales. You can think of it as a burden, but smart salespeople see it as a tool that prevents them from sabotaging their future accomplishments.
5. Surround yourself with your experts, engineers, whoever: your job is to open the door for others to get through. Learn how to transition the course to these experts.
6. Respect everyone, including the parking attendant. Talk to them, as you want them to address you with respect! They can be an abundant source of information.
7. Learn what to say and learn what you cannot say.
8. Never underestimate who might appear to be the least important person in the meeting.
Last but definitely not least: learn to be resilient, never give up! Ever! Determination is essential. Let everyone know that you are unstoppable.
Never fear the word “no”!
