Getting the basics right will get you further than you expect

“We are what we repeatedly do. Excellence, then, is not an act, but a habit” - Aristote Recently watched an interview with Warren Buffet and was intrigued by the message he gave to to the audience. The answer to the question how to invest like Warren Buffet was rather surprising - follow a simple set of basic rules. Convinced that financial markets are complex and hard to “catch”, I thought that the truth cannot be that simple. Hence, decided to verify whether this message was constant in his media appearances. After reading numerous articles and watching several videos, I was really surprised to find out that the message was consistent - follow your set of basic rules. This reminded me my managers’ words when I joined his sales team “Do the basics right and you will be surprised”. Shocked, I found out that in business development there are basics to be followed. As I was new and did not know what to begin and had to perform, I decided to follow the “basics” first and be a little creative on the top of that. I had nothing to lose, so I tried, and I kept trying and it turns it worked out… Now, when I turn back it seems I have always overachieved my targets, thanks to these basics… Warren Buffet and my manager have something in common - they both get the basics right. Looking at these two examples looks like foundations for success in finance and business development are little everyday rules. Have a look at my sales basics: 1. Focus on your potential client, think what would you do if you were on his place and someone was trying to pitch you your product, what your interests and needs would be, how would you like them satisfied? 2. Listen instead of talking 3. After you have listened be curious and ask insightful questions to get commitment from your prospective client 4. Become an expert first in your industry and then in your product 5. Be PRO-ACTIVE, take the initiative and propose meaningful solutions instead of being pushy 6. When you don’t know, be honest, admit it and if possible find the right person able to help your potential client 7. Highlight the benefits for your prospect if he was to use your product 8. Always be professional - the way you look, the jokes you make, the way you write an email, the time you arrive on a meeting, it just puts all the chances on your side 9. Prepare your meeting or call not your agenda 10. Bring the good vibe and avoid to give up on calling 11. ABC - always be closing 12. The wow factor - under promise and over deliver It took me about a year to start applying these rules all together. Do you think these rules could also work in tour industry? What your basics are?