- The hunting for a deal – turning a lead into a client
- Handling objections
- Building relationships
- Closing a client
- The process of Lead Generation
- Building relationship to further what the company does
Simple, some people don’t want to enter into sales but under the guise of business development people will do the job of sales because they are not a sale people they are in business development. It is also a softer approach to clients. Instead of saying I’m the director of sales I can say I’m the director of business development.
This is a psychological ploy that everyone uses. Sales has a negative connotation in our society. Salespeople are sleazy, they are evil, they are conmen or con women. No one wants to be a salesperson and no one wants to be sold. Consultative selling was born to counteract this feeling. Consultative Selling is working with the customer, listening to their needs and finding solutions for their needs. However, there is still a large push to move away from the word sales, why?
Again, it’s the psychological reaction that drives the phrase usage of business development. With companies trying to avoid negative stigma from attracting good talent that don’t want to be salespeople and to keep from alienating companies. This destroys what sales really is.
Is being a salesperson really that bad? No it’s not. Business Development is a great position and is something I do and do well. I also do sales, however in an organization that is large enough they are two distinct roles. Sales people have to generate leads, as waiting for someone to get salespeople leads could mean they are not successful, but a great business development person doesn’t have the time to close the sell as they have to continually develop lead generation to keep sales going.
What do you think about the use of words like business development to mask their true meaning?