Why Is It Difficult for White Collar Business Owners to Care About Their Prospects?

I asked the million-dollar question just now. Thanks to Katina Person, CEO, Allegiance Biz LLC, in Washington DC for giving the inspiration to produce this podcast episode. Katina is a client, a friend and a regular listener to the 321 Biz Development podcast. We talked yesterday about the “value” podcast episode I just uploaded November 13 and we started talking about how 99% of white-collar business owners like attorneys, CPAs, dentist, plastic surgeons, insurance brokers and real estate brokers are well-trained in the industries. Of course they are well-trained. They have law licenses, medical certifications, dental certifications, accounting certifications, real estate licenses and insurance licenses. Second, the majority of salespeople believe in investing in some type of personal development training. Salespeople pay thousands of dollars to attend weekend seminars with big-name speakers. But we have discovered at our company is product training and motivational training alone, do very little to build rapport with prospects at appointments. It’s almost as if the professional sales industry has forgotten about the people with sit in front of in offices meeting with business prospects or at kitchen tables meeting with consumer prospects. Listeners may think I’m overestimating this building rapport gap the sales industry has with prospects.