Monthly Archives: August 2008

Group 18: HOW TO GET BACK INTO AN IMPORTANT BUSINESS OR SALES OPPORTUNITY ONCE YOU HAVE BEEN ELIMINATED

HOW TO GET BACK INTO AN IMPORTANT BUSINESS OR SALES OPPORTUNITY ONCE YOU HAVE BEEN ELIMINATED This is a question that I am asked quite often. Independent representative sales agencies can often face this issue when taking on a new … Continue reading

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Group 17: WHY CLOSING THE SALE CAN BECOME DIFFICULT

WHY CLOSING THE SALE CAN BECOME DIFFICULT The doctor will answer… 1. The factors that may be causing the difficulties of closing the sale 2. The confidential and sensitive things that are rarely uncovered that can be causing the difficulties … Continue reading

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Group 16: “Cold Calling” for Developing Sales, New Customers and New Markets

“Cold Calling” for Developing Sales, New Customers and New Markets The traditional approach to “cold calling” is simply calling a new customer or contact that you have not spoken with before, have not done business with before, and basically speaking … Continue reading

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Group 15: SALES TECHNIQUES, METHODS & STRATEGIES

SALES TECHNIQUES, METHODS & STRATEGIES 1. How does your sales technique and method affect business development? 2. How does your sales technique and approach affect your company’s image? 3. How customers judge your company and sales staff by your sales … Continue reading

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Group 14: EVALUATING POSSIBLE ACQUISTIONS, PURCHASING BUSINESSES OR STARTING A NEW BUSINESS

EVALUATING POSSIBLE ACQUISITIONS PURCHASING BUSINESSES EVALUATING STARTING A NEW BUSINESS “Caveat Emptor” which is Latin for “Buyer Beware”   How to obtain important information for your evaluation on the purchase of a new business or company, beyond the traditional approach … Continue reading

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Group 13: HOW LEADERSHIP AFFECTS BUSINESS DEVELOPMENT

HOW LEADERSHIP AFFECTS BUSINESS DEVELOPMENT How the skill level of an organization’s leaders affect other management levels What is the importance of a flat management organization How to prevent the situation of “Jack of All Trades and a Master of … Continue reading

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Group 12: SUMMARY OF BUSINESS DEVELOPMENT FUNDAMENTALS

SUMMARY OF BUSINESS DEVELOPMENT FUNDAMENTALS In this library and section we will list the fundamentals of business development for any business whether selling products or services. Business owners, managers and professionals in business, sales, marketing often ask me to summarize … Continue reading

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Group 11: IF BUSINESS DEVELOPMENT IS SO IMPORTANT THEN WHY IS IT DIFFICULT TO ACHIEVE & MANY FAIL IT?

IF BUSINESS DEVELOPMENT IS SO IMPORTANT AND FUNDAMENTAL, THEN WHY IS IT DIFFICULT TO ACHIEVE AND SO MANY BUSINESSES FAIL AT IT? There are many situations that can hinder or interrupt business development efforts. These situations range from internal, to … Continue reading

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Group 10: UP-SELLING and CROSS-SELLING FOR BUSINESS DEVELOPMENT

UP-SELLING and CROSS-SELLING FOR BUSINESS DEVELOPMENT You will get answers to all of these questions. What is Up-selling and Cross-selling?   What are some examples of this around you, in every day life?   How to integrate Up-selling and Cross-selling … Continue reading

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Group 9: BUSINESS DEVELOPMENT FOR ATTORNEYS & THE LEGAL MARKET

BUSINESS DEVELOPMENT FOR ATTORNEYS & THE LEGAL MARKET You will get answers to all of these questions. 1. What do attorneys say about business development? 2. Why any attorney should shed their misperceptions about what business development truly is & … Continue reading

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