September 2nd, 2010 at 12:04 am
Often I’m asked about this thing called an elevator speech. And, a lot of sales people have no clue what it is, why you need one or how to create one.
So, today, I thought I would take a moment to share what I know about the famous “elevator speech” and how and when to use it. Especially since I find most b2b sales people answer the “what do you do?” question with the self-defeating and end of conversation – “I’m a Sales Person with XYZ Company.” Tall about a show shopper.
Okay, here are the answers you are looking for regarding the what, when and how to build your elevator speech… Continue Reading »
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Voss W Graham
September 1st, 2010 at 12:37 am
While taking some time off, I was reflecting upon the issues that hinder success in b2b sales. My thoughts ran the gambit of possible issues including hiring and selection of high quality b2b sales people – sales training and development using the right processes for your industry – quality of sales leadership – the rules, policies and structure of an organization – and finally compensation or incentive programs.
In the long run, I narrowed it down to five major pitfalls to b2b sales success Continue Reading »
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Voss W Graham
August 31st, 2010 at 12:12 am
Unique Selling Propositions – USP – are often presented as the strongest benefit for a given product or service within a targeted segment of accounts. Many sales consultations “yak” about how you must have a USP and without it you will rapidly move into the commodity sales trap.
Well, that is find and dandy if you only sell one product or service to this targeted group of accounts. The truth is often the product is not unique or different from your competition. Now that is a dilemma. If we are selling the same things, how do you separate yourself from the competition? Continue Reading »
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Voss W Graham
August 30th, 2010 at 12:03 am
I have for many years stated the sales profession is the most sophisticated position in today’s business world. Therefore, the sales position requires the most sophisticated people to succeed in today’ business environments.
One trait that stands out for an effective b2b sales person is Curiosity.
Why curiosity you ask? Good question. The reason curiosity is so important is due to the changing nature of b2b sales. No longer is the memorized sales presentation effective with most buyers and decision makers. The buyers and decision makers have changed and the b2b sales person has to change to meet this new challenge. Continue Reading »
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Voss W Graham
August 27th, 2010 at 12:35 am
One of the most interesting challenges I deal with when developing a major account or national account sales team is overcoming the Presentation Model of selling. Seems to be ingrained in the DNA of b2b sales people to use presentations as the golden key to getting the business.
And, up until the mid 1980′s every sales training and development course would discuss the need for a written and rehearsed – structured – sales presentation if you wanted to win a sale.
Then in the mid 1980 a consultant – actually a researcher – by the name of Neil Rackham turned the sales world upside down with his radical sales book – “S.P.I.N Selling.” In his book he used research to show the non-believers that questions win more business, especially in the large sales category. He later wrote a companion book entitled “Major Account Sales Strategies,” which provided detailed information in how to win major account sales – using the Questioning Model for Sales Success. Continue Reading »
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Voss W Graham
August 26th, 2010 at 12:05 am
Got a question the other day about sales negotiation and what to do when the negotiation goes almost hostile? Stress and tension increase is the norm during these events.
The key is for you to remain calm and buy time to think. This is particularly true when the buyer becomes aggressive with you during the session and wants an immediate answer or for you to give in.
Here what you do while “Buying Time to Think.” Continue Reading »
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August 25th, 2010 at 12:15 am
Through the years of selling to major accounts and assisting my clients in selling to major accounts or as we like to say today – business to business selling (B2B sales) – I have found five major or critical variables that impact the decision to buy or not. So today’s B2B Sales Tip is about How the Buying Decision is impacted.
The buying decision is a focal point for b2b sales people; we want to know who will make the buying decision so we can move forward in the sales process. Yet, these five critical variables continue to play havoc on our knowledge of how the buying decision will be made.
So, here are the Five Critical Variables to the Buying Decision…
Continue Reading »
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Voss W Graham
August 24th, 2010 at 12:17 am
When I began to look into what buyers and decision makers actually did after I had made a sales presentation, I began to notice different types of decisions that were not the usual “yes” – we want you to start on…
Then I expanded my search for answers by observing my sales clients activities and doing some back checking after proposals or presentations were made – what was the actual decision.
After researching the actual results or decision-making process of buyers, I found four types of negative buying decisions. I want to share these four negative decision patterns with you so you can effectively prepare counters to these actions during your sales process. (That means before you make a sales presentation.)
So, here are the four negative buying decision patterns…
Continue Reading »
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Voss W Graham
August 23rd, 2010 at 12:16 am
One of the most frustrating situations in b2b sales or any kind of major account sales, is the false coach or champion. You know the ones I’m talking about – the ones who give you bad information regarding your strategy or who is the real decision maker.
This is usually a tough situation since you can be blindsided by someone you thought was helping you in the sale by providing you with excellent or good information about your prospect.
There are usually four types of False Coach or Champions you need to watch out for since they can cause poor decisions on your part. Here are the four types of False Coach or Champions… Continue Reading »
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Voss W Graham
August 20th, 2010 at 12:06 am
Several of you have been asking about what kind of sales presentation do I use in B2B sales or what should I focus upon during the sales presentation?
Good questions and my answer is simple.
First, don’t do a sales presentation until you have all the information you need to build a case for the customer to make a simple decision. Meaning the faster way to lose a sale is to present too early in the sales process since there is probably no value built up for your customer to feel it is good thing to change to your solution. Continue Reading »
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