What is Business Development?

Wonder why prospects get angry or hang up on your cold call?
It's their automatic survival instinct of...
Fight, Flight, Freeze, or Fuse

Every living organism has a Biological Imperative to survive and thrive.

Organisms do this by engaging with their environment.

As organisms engage one another, they have four possible responses of...

Fight, Flight, Freeze, or Fuse.

If an organism detects a threat to survival, it:

1. Fights = Anger = Yells at you on a cold call

2. Flight = Fear = Quickly hangs up the phone

3. Freeze = Apathy = Prolonged pause or speechless

If another organism supports growth, it joins with that organism to form a symbiotic relationship

4. Fuse = Love = Engages in conversation

That's why emotional tone of voice is so critical on cold calls.

Humans can sense emotion (subconscious brain) faster than words (cognitve brain).

Check out the video to learn the neuroscience of BD.

This is Video #1 of the three-part BGP certification.

Learn more and watch Video #2 at GBDA website.

Can anyone spot Big Foot in the stock video?

Perhaps it's why the deer froze?

Tony Gray, BDP
Author of the Business Development Body of Knowledge

Get your copy on Amazon today!