Attract the Right Job Or Clientele:

As I begin to learn game strategy for Hearts, I realize similar techniques apply to business development. A routine error is enjoying the more relaxing days of summer without giving thought to a glowing finish for our year-end. We tend to put new strategies for business development on hold.

Putting our updates on hold will poorly affect potential year-end success.

My Story

Instruction for the game of hearts began earlier this year. But after one lesson, the instructor and participants faded away. The card game held my interest, and so I watched the more experienced play a few times. I was then asked to be a substitute for one hand. Zero points later (the best outcome), I was asked to join a small group that plays regularly.

No matter which situation I am in, I always ask for input from other participants. Long ago, I took the top sales producers to lunch to ask for advice. And today, I do the same with learning hearts.

Today’s instruction includes:

  • Which cards to pass
  • Which ones to keep
  • Watch the moves of the others
  • Ask for feedback from the better players
  • Continue to improve upon the strategy.

Apply the game strategy to business development:

Each quarter, we need to set time aside for determining which to pass. The better game strategies for business are to:

  • Determine which current techniques are performing the best and remove the rest
  • Observe what others are doing well and not so well
  • Consult with peers about their latest efforts
  • Test new strategies that may best complement our current program 
  • Turn this list into a routine habit.

Apply the game strategy to sales:

The error many salespeople make is in letting their ego take over.  Kenny Rogers said it best in his song, The Gambler: “You never count your money while sitting at the table…”

The three-step process of egotistical people quickly becomes a sinkhole:

  1. The representatives boast about the grand sales they are about to get
  2. Eagerness for the sale alarms the client while developing distrust
  3. The deal is dead on arrival

Goal setting should include being able to recognize the excellent effort we put forth. However, not everything translates into working well. Most often, the best lessons come from attempts proven to be the worst.

The better game strategy for business development:

Acceptance of our errors, learning from them, and the motivation to continue is what leads us to the success we desire.

For More Insights Read:

  1. Do You Realize What Sells Best? 
  2. Are You Missing A Piece Of Business? 
  3. Do You Play Truth AND Dare To Succeed?
  4. Do You Take Chances To Reach New Heights? 
  5. Do You Influence Others To See Value? 

Your Story: Use Game Strategy for Business Development

The best strategy is to watch and learn from others. Observe the action during business hours and at social events. You will quickly recognize what you want to test as well as what not to attempt.

Read as much as possible, and take courses as time permits. The more effort you put into your business development plan, the more robust will be your pipeline. Most of all, never allow discouragement to set in when you hear, ‘no,’ in meetings.

“Nothing is gained by using avoidance.

The answer of ‘no’ may be genuine. However, one of the best strategies for business development, and succeeding is to inquire, ‘why?’ 

here may be numerous reasons for the initial, ‘no.’ It’s possible that some of the obstacles you may quickly address. Honestly speak about the expectations with which you cannot agree. And then ask if alternatives are possible. Provide an example to see if it may be agreeable. Sometimes everything is shot down, and other times, you gain the green light to move forward.

“There is much to gain by asking questions.

Sales Tips: Game Strategy for Business Development
  1. Listen, observe, and learn
  2. No two clients think alike; tailor your conversations
  3. Initially, ask ‘what do you think about…?’
  4. Upon hearing now, ask, ‘why?’
  5. Should possibilities still exist, ask, ‘what if…?’
  6. Together, pin down the best of all the ideas
  7. Inquire if the new plan is encouraging enough to move forward
  8. Gain final agreement on all elements
  9. Capture the other person’s words and verify all is good to go
  10. Celebrate Success!

Today’s insights are provided to help you achieve the Smooth Sale!


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