A great association leader I know has a wonderful way of getting to the bottom of things. It’s like a doctor asking about symptoms to diagnose the illness.
An articulate, accurate and confident response to the three questions usually meant an end to the “examination.” Stammering, not sure and beating around the bush resulted in an inquiry more exhaustive…and painful.
So, leaders, hear are the three questions to ask your business development team today.
1. Who are the top 3 prospects in your pipeline today?
2. How much is each piece of business worth?
3. What do you not know about the deal that you need to know?
These simple questions and the answers will tell you a great deal about your team’s engagement, and your need to gain more detail.