Your ability to consistently handle adversity, to do the difficult and distasteful business development tasks, will determine your level of financial success.
The truth is that true business development tasks are very distasteful. In fact, they are so distasteful, most business owners and sales reps in our industry drive below average results and earn below average income.
Here is a simple list of the critical business development tasks:
· Identify qualified buyers / decision makers
· Earn initial appointments
· Conduct great initial appointments
· Identify prospect wants and needs and agree to follow up steps
· Follow up on time with the information you promised
· Keep growing sales and profits by nurturing the relationship; earning trust; and delivering real value
These steps are fraught with rejection and failure. That’s the adversity part of the quotient. The better you overcome your fear of rejection and failure and persist in growing your skills in these tasks – the better will be your income, career success, and financial prosperity.
