Business Development Pros — Have You Ever Watched the View?

When meeting with business development professionals and their attorneys, we often ask “have you ever watched the View?’ Whether the guest is a celebrity or politician or a fashion designer, the hosts of the program often become so vocal and passionate about a topic that no one listens to the guests – they merely talk over one another.

A lot of lawyers and other sales professionals often fall into a similar trap. They spend too much time talking and not nearly enough time asking questions and listening to the needs of their prospects and clients

An old adage says, THERE ARE NO DUMB QUESTIONS. I would take that notion even further and say that when it comes to sales, yes “sales”, business development and business generation, not asking the right question is about as unwise as one an get.

More important than even asking the right questions is listening to the answers, which serve to clarify your client’s expectations and offer an opportunity to expand an engagement.

Samples of good questions to ask suspects, prospects and clients are in our last column.