The Recipe for a Successful Sale

Spencer Johnson, in The One Minute Salesperson wrote:

If buyer’s don’t trust us, don’t feel a need for our services, don’t believe that [we] offer more help than other choices, or aren’t in any hurry to buy, they won’t accept any assistance.

The purpose of professional business development is to build these four ingredients:

Trust - Do you demonstrate that you understand the client better then the client understands themselves?

Need - Are you focused on the problem your buyer has or are you focused on your solution?

Help - Does the buyer view you as an enabler to their objectives or a peddler of yours?

Hurry - Does your solution address a problem that demands attention?