Are you a natural seller? Or have you been forced to sell services without being a natural seller? It doesn't matter if you are an innate salesperson or not, with a Business Development system you can increase your hitting percentage. The most complicated sale is the sale of services. Selling the intangible, the invisible requires great challenges.
If you are a natural seller and you are very good at sales, it is one thing, but knowing how to sell services is another thing.
It doesn't matter how good you are at selling if you don't have a Business Development system, a methodology, your hitting frequency will be less than if you do.
Just as in astronomy there is a universe composed of several solar systems that give life, illuminate their surroundings and put things in their place, the universe of Business Development consists of different systems with strategies that illuminate, give direction and maintain in a same set to the elements that will make successful business transactions possible.
The solar system consists of planets, stars, and moons, among other things. The sun being the center of the system. As an analogy in Business Development the sun are the customers, the planets are the pillars of Business Development, the moons are the phases of Business Development and the stars are the business opportunities.
The Business Development universe consists of various Business Development systems that are tailored to skillfully win each business case.
Just as in physics there are many theories that describe different phenomena in Business Development, there are (universal) theories and theorems (case by case) that help us understand how business cases were successfully closed or what we can do to repeat our successes or not. make the same mistakes.
The Business Development system consists of a methodology that begins with business plans and strategies based on the vision and mission of the company. In addition to this there is a tactical plan that describes step by step how to carry out the strategies. The system consists of four pillars and four phases that intersect with the sales cycle.
The starting point is the definition of the objectives and goals of the business; then the search for potential prospects that are in line with the mission and vision of the business.
Market research is important but more important is to do a well focused and selective business research.
In order to make the Business Development system work towards the success of your business, you must:
1) Know in depth each and every one of the resources that you can count on in each of the pillars of Business Development;
2) Know how and when to use them;
3) Know how to connect them with the phases and the sales cycle.
The four pillars of Business Development that will ensure you run a successful and reliable business are:
1) Pillar of Strategies and Business Plans.
2) Pillar of Strategies and Sales Plans.
3) Market Intelligence Pillar.
4) Pillar of Marketing Services.
The four phases of Business Development are:
1) Prospect Search Phase.
2) Lead Generation Phase.
3) Proposal Planning Phase.
4) Project Realization Phase.
