Why should business developers stop closing deals?
Recommended Reading: GAP SELLING by KEENAN Why should business developers stop closing deals? Why Gap selling is better than BANT (Budget, authority, Needs, and Time’’? We all know this mantra ‘’It is not what you know, but who you know’’. Yet,I think this mantra needs a small modification , ‘’It’s important who you are and what you want to do’’. In practice, business developers’ focus on closing a sale, they forgot that customers want a value. You bet on your relationships to get deals fast. Yet, it fails to create an innovative & dynamic market. Business development is a bout identifying gaps, change, building a value, and expertise that sell. This why business developers should stop closing deals and start delivering a real value through Gap selling Let’s explore together what gap selling is and why gap selling is better than BANT: According to KEENAN ‘’ Gap selling is about establishing trust and revealing all of the knowledge you possess about your customer’s ...