However, most sales people create their own problems which ultimately results in one or more objections. The sales person must become an analyst of the customer s business. They must be able to diagnosis the situation they observe and use their observations as indicators of either problems or opportunities. Sales people will often use their competition as a scapegoat for their problems and failures. It's too easy to blame the competition for what they're doing, rather than what they, the sales person are failing to do.
Business development is one of the most crucial sales skills a sales person can possess.
Top business developers are excellent planners. They understand that success does not happen by accident. They have a clear and concise understanding of their target market. They focus their resources on gaining business from the best companies in their sales territory to maximize the return on the time they invest on business development activities.