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Weekly Business Development Tip
Are You Like "The Donald?"
You may not like Donald Trump, but you have to admire his accomplishments. We're always hearing about Donald Trump. The name Trump is a brand unto itself. Donald says, "He doesn't want to be anybody's sucker." Whether he's developing a new building or promoting one of the most successful recent TV shows, "The Apprentice," Donald Trump, seems to have it figured out. As we all know, Donald has had his share of financial setbacks (i.e. his Atlantic City Casinos, Trump Air Shuttle) but nevertheless, he seems to prevail.
Here are some of Donald's basic theories:
- Donald believes in investing time, preparation and planning in order to sell. Are you planning the night before a sales call? Do you have a system to outwork and outsmart your competition? How much time do you spend preparing for and debriefing sales calls?
- Donald believes that good sales people have 3 key qualities: enthusiasm (passion for what they do), a thorough understanding of the people they are dealing with, and a thorough understanding of their product or service. Do you have 3 innovative ways that your product or service can help your customer increase their profits? What ideas can you bring to your clients without offering up a lot of free unpaid consulting?
- Donald believes good sales people know when to take a low-keyed approach and when to be assertive and when to use pizzazz. It's important not to approach everyone in the same way. How do you get in sync with your prospects?
- Donald believes the speed of ideas is very important. Do you spend enough time brainstorming how to solve your customer's greatest challenges? Remember..it's about your customer, not about you.
- Donald believes many people dream but can't implement. Some can implement but not dream. Can you dream and implement your ideas? Are your ideas written down? Are your dream goals written down? Do you have a picture of that new house, car, piece of jewelry etc. posted on your bathroom mirror?
- Donald believes you need to be flexible. Your world is changing every day. You need to change with your world. Is your approach to sales and business development very traditional? What might be right for you today, may not be right for you tomorrow. Have flexibility in your approach. Can you accept new concepts or are you stuck in your old ways?
- Donald knows rejection is part of business. Get used to it. Learn to accept it. You have to get the job done. You have to keep on keeping on. There's no time for lost momentum. When you lose a sale, do you learn from the experience? How long does the disappointment linger? All of those NO's should get you closer to YES.
- Donald is always thinking big and lives large. Tough times should not prevent you from thinking big. If you are going to think, you might as well think big. Many people are thinking too small. They are afraid of success, afraid of making decisions and afraid of winning. Are you thinking big or small? Are you committed to breaking out of your comfort zone to sell to a client base that will appreciate your big-picture thinking? What risks are you willing to take today? NO RISK.NO NOTHING!!!!!!!
"There are three types of baseball players - those who make it happen, those who watch it happen and those who wondered what happened." Tommy Lasorda
Please call me if I can help with any business development questions.
Call toll free: 877-845-8849
