Brian Caffarelli on the Subtle Art and Exacting Science of Business Development

<p>Brian Caffarelli shares his decades of experience in sales and consulting and what he learned about the art and science that is business development. Learn why becoming a guide that inspires trust is one of the most important things you can do to sell more, why success in business development comes down to good habits, and why setting expectations at the beginning is crucial to making the right sale to the right client.</p> <p> </p> <p>Mo asks Brian Caffarelli: When was the moment that you realized that business development was something you wanted to focus on?</p> <ul> <li>Brian’s first job out of college was in selling automobiles as a wholesaler to dealerships. Everything began for Brian with his first sale, and how that came about because of developing a relationship with another human being.</li> <li>Seeing salespeople that were successful and respected helped Brian navigate what it took to grow in a sales career. So much of success is simply about being in the environment and paying attention.</li> <li>If you want to grow your skills, start with the fundamentals of communication and psychology. It’s also important to apply what you learn along the way instead of just taking it in.</li> <li>Consider what you’ve done well and what you could have done better.</li> <li>Translating his business development skills to a virtual environment is something that Brian is working on, as well as working on learning new things and being open to seeing things differently.</li> <li>A recent study revealed the Learned Dogmatism effect and how people tend to become more closed-minded the more expert they become in a specific domain. One of the keys to Brian’s success is striving against that and always being willing to learn.</li> </ul> <p> </p> <p>Mo asks Brian Caffarelli: What is your personal definition of business development?</p> <ul> <li>Brian likes to think of business development as the art and science of guiding the buyer through their journey to an informed and confident decision.</li> <li>Just because you know t