Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Monthly Archives: August 2010
No Silver Bullets using a Unique Selling Proposition
» by Voss Graham August 31st, 2010 at 12:12 am » Comments (0)
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 ...more »Consultative Selling requires Curiosity
» by Voss Graham August 30th, 2010 at 12:03 am » Comments (0)
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 ...more »B2B Sales Requires Questioning Skills
» by Voss Graham August 27th, 2010 at 12:35 am » Comments (1)
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 ...more »How to Handle Tension during Sales Negotiation
» by Voss Graham August 26th, 2010 at 12:05 am » Comments (0)
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 ...more »Critical Variables Impacting the Buying Decision
» by Voss Graham August 25th, 2010 at 12:15 am » Comments (0)
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 ...more »Four Negative Buying Decisions
» by Voss Graham August 24th, 2010 at 12:17 am » Comments (0)
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 ...more »Beware of the False Coach or Champion
» by Voss Graham August 23rd, 2010 at 12:16 am » Comments (0)
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 - ...more »Simple B2B Sales Presentation
» by Voss Graham August 20th, 2010 at 12:06 am » Comments (0)
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 ...more »Why Do We Have Competition?
» by Voss Graham August 19th, 2010 at 12:09 am » Comments (0)
The Four Factors Creating Competition I keep getting this question from sales people I work with in coaching and training sessions… Why do we have competition? At first I thought it was ...more »Key Organizing Principles for B2B Sales
» by Voss Graham August 18th, 2010 at 11:36 am » Comments (0)
In the world of B2B Sales there are two important principles - what I call Organizing Principles - you must be aware of to move into the superstar ranks of ...more »Buy B2B Sales eBook by Voss
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