Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Monthly Archives: September 2009
Confirm Understanding of Degree of Customer Problem
» by Voss Graham September 30th, 2009 at 5:56 am » Comments (0)
One of the most interesting things I find when working with sales professionals is the lack of any confirmation of the degree of a customer problem. Or, in some cases ...more »Trade Information for Credibility
» by Voss Graham September 28th, 2009 at 5:16 am » Comments (0)
One sales technique that is very success for building credibility with your prospects and customers is to trade information. When coaching sales people about this topic I always get the ...more »Explain What Success Looks Like to the Prospect
» by Voss Graham September 25th, 2009 at 4:45 am » Comments (0)
One of the most overlooked sales tips is for the sales person to explain what success looks like to the prospect. This is a very simple task. Yet, it commonly ...more »What Does “I’ll Think it Over” Really Mean?
» by Voss Graham September 23rd, 2009 at 5:43 am » Comments (0)
Often I am asked by my sales clients about the phrase, "I'll Think it Over." And, what does it really mean? Actually, there are numerous meaning to this simple term ...more »Expect Minimal Interest from Prospects
» by Voss Graham September 21st, 2009 at 5:32 am » Comments (0)
A large number of sales people have difficulty understanding that prospects will have minimal interest in them, what they are offering or the company they represent. Now this is really ...more »Magic Wand Technique is, well, Magical
» by Voss Graham September 18th, 2009 at 5:29 am » Comments (1)
Need to learn how a customer or prospect really feels about any part of their business? Have you tried the "Magic Wand Technique?" It has a Magical outcome - the ...more »3 Fatal Flaws of B2B Selling
» by Voss Graham September 16th, 2009 at 10:36 am » Comments (0)
Through the years of working with sales people from many different industries and all levels of performance, I have found three fatal flaws for sales failure. While these are primary ...more »B2B Sales Success depends on the Advance
» by Voss Graham September 14th, 2009 at 11:36 am » Comments (0)
After working with sales people, I learned sales people do not always know what is truly important to monitor. Now I know a loaded statement when I see one and ...more »Be the Low Risk Provider in B2B Sales
» by Voss Graham September 8th, 2009 at 5:20 am » Comments (0)
Being the low risk provider is the key to successful B2B sales. Please do not confuse low risk with low cost as these are light years apart. Too often the ...more »Buying Lunch is No Longer a Sales Strategy
» by Voss Graham September 1st, 2009 at 5:16 am » Comments (0)
You would believe that buying lunch for a buyer or decision maker is some type of unique or sure-fire sales strategy based upon the volume of this practice. However, here's ...more »Buy B2B Sales eBook by Voss
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