Masthead

Sales Secret #53

The Most Important Tool in Your Toolbox - Part One

Here's a riddle to kick off the next series of Sales Secrets.
 
Who am I?

Without me, you wouldn't be able to sell.
Without me, you wouldn't be able to prospect.
Without me, you wouldn't be able to develop relationships.
Without me, you wouldn't have any use for phones.
Without me, you wouldn't even be reading this.
Who am I?
 
The answer is "communication."
 
As a business developer, nearly everything you do involves communication in some way. It is literally the water you swim in, and is therefore worth examining in detail.
 
Here are a few questions about communication to begin thinking about. Don't worry about answering them; just read them for now. We'll be addressing them in the weeks that lie ahead.
  • What is communication, really? (Is it as simple as someone "transmitting" language, and someone else "receiving" it?)
  • Is the purpose of communication to share knowledge?
  • What makes for ineffective communication?
  • What makes for effective communication?
  • What's the most effective way of prospecting?
  • What's the most effective way of selling?
  • How do you know that what you've said has "landed"?
  • Is communication half listening and half talking?
  • What can you do to greatly improve your chances of having a productive conversation?
  • How can you be an effective business developer without manipulating, forcing an agenda, or putting pressure on another?
We bet you can't wait to get started!
 
P.S.: What do you think the most important tool in your toolbox is? The answer will become obvious in the weeks ahead.
___________________________________________________________________ 
 
Have a great week!
 
Dan Kusner
Chris Rasmussen
 
Please take a minute and let me know how you're doing out there. How have these tips been helping you?
Dan Kusner, President
Optimum Business Development, L.P.
412-480-1766
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