Mo asks Scott Winter: What is your personal definition of business development?
- The first component is being genuine. If you’re not, people will see right through what you’re doing.
- Scott has been fortunate to work with companies that he authentically believes in, and that confidence in the product makes being genuine possible.
- Drinking your own champagne helps. Scott is an avid consumer of the products he sells, and that makes the conversations easy and learning more about what the prospect needs simpler.
- Be genuine, love what you do, and treat it as a learning exercise.
- When you love what you do, it will come through in your enthusiasm for the client and the results you can get them. Think of it as a partnership where their victory is your victory and you will convey your pride and energy for what you do.
- Think with empathy, get excited about the future and help the prospect create that future.
- Business development has to be flexible because this is not a one-size-fits-all world. You have to be able to take your service offering or product, listen to what the other person’s needs are, and show them how it can help solve their problem.
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