The first way to tell you have made a true business connection:

1. The prospect has a real business concern, business need.

2. Adding more clients should be a top concern for every business

3. The prospect wants to succeed and but has difficulty identify a plan or implementing a plan.

4. The prospect is humble enough to acknowledge sales performance needs help.

The second way to tell you have made a true business connection:

1. The prospect recognizes your business can fill the void.

2. The prospect acknowledges your sales system will work for their business.

3. The prospect is an active partner in the sales system. Meaning, the prospect understands he or she will need to improve team members’ sales performance.

The third way to tell you have made a true business connection:

1. The prospect values your services and pays with the understanding he or she will receive favorable ROI. No business development specialist would offer a marketing solution where the marketing investment is equal to or higher than sales revenue.

2. The prospect understands the difference between a marketing campaign and marketing solution.