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What you will learn:
Several years ago, when my company
moved me to their Wall Street office as an institutional broker
selling to large clients in Dallas, Houston and Galveston, I was
trained by a securities analyst whose training was encyclopedic in
scope but left me feeling that something was wrong.
The problem was simply that I was a walking
computer, which I figured out early on was beneficial to the understanding
of a company but not in terms of reaching my prospective clients at a
meaningful level
Because of this background, I vowed then
that if I were ever to develop people in some form of business development
program, it would have to be a “whole brain” process. It would mean that we
would have to develop the left side of the brain with product knowledge
and the right side with the people skills to allow the transference of
whatever products/services you represent efficiently.
As a result, you will learn…………………..
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whether you are selling
computers, software, musical instruments, commercial or residential real
estate, legal - accounting - or engineering services or jet engines……..it’s
all the same. A product/service is being sold to another for a price or
fee. There are a few different steps you might have to take but the
principles are the same.
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when you have internal
(non sales) corporate meetings with your president, CEO, managers and/or
employees, how to achieve your goals. Once learned, you will be able
to observe FEARS AND EGOS at work and how to deal with them in any
situation.
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if seeking cash flow
privately, from a bank, angel or VC, how to bring your highest self to
the meeting and be real for a powerful impact.
The Business Development Group
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