Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Monthly Archives: August 2010
Use the Farmer Concept to Win B2B Sales
» by Voss Graham August 17th, 2010 at 12:23 am » Comments (0)
Now I know some of your are thinking - I'm not a Farmer, I'm a Hunter - so this will not work for me. So stop right there and realize ...more »How to Sell a Buyer – Levels of Buying
» by Voss Graham August 16th, 2010 at 12:23 am » Comments (0)
Today I want to share some valuable information to assist you in determining how to sell any buyer you are dealing with now. I have been asked by sales people - ...more »Tidbits for Thought
» by Voss Graham August 13th, 2010 at 12:43 am » Comments (0)
Since my goals with my clients is to get them to think about things differently, I believe it is time for a new segment for my b2b sales readers. Tidbits ...more »Three Characteristics for High-Performance Team Selling
» by Voss Graham August 12th, 2010 at 12:03 am » Comments (0)
When working with Selling Teams- those teams designed to sell as a unit usually to satisfy larger accounts - I have noticed three common characteristics with the high performing selling ...more »Barriers to Customer Cooperation
» by Voss Graham August 11th, 2010 at 12:12 am » Comments (0)
Recently I did some Negotiation work with a client and it reminded me of common issues that come out during the negotiation process between b2b sales people and customers or ...more »Buying Process – Six Steps by the Prospect or Customer
» by Voss Graham August 10th, 2010 at 12:06 am » Comments (0)
My sales tip on keeping your sales process aligned with the customer or prospect's buying process raised several questions from the group. The most common question was… "What is the Buying ...more »Know Where Your Customer Is?
» by Voss Graham August 9th, 2010 at 12:23 am » Comments (0)
Okay, you're thinking I must have lost my mind today - of course you know where your customer is regarding their location. However, do you know where they are regarding ...more »Five Fears Hurting Your b2b Sales Success
» by Voss Graham August 6th, 2010 at 12:29 am » Comments (0)
Just thinking about what holds sales people down and having a negative impact upon their results. As I thought about five major fears came to mind. So why would I want ...more »Gain Rapport with Four Nonverbal Sales Techniques
» by Voss Graham August 5th, 2010 at 12:22 am » Comments (0)
Gaining rapport is one of the most important sales skills. It is the starting point for building trust and a relationship with another human being. The research continues to indicate it ...more »Six Trouble Issues for Team Selling
» by Voss Graham August 4th, 2010 at 12:34 am » Comments (0)
Keeping on the Team Selling theme for another day, what are the most troublesome issues for team selling? Good question. And quite frankly, there are reasons many companies have not ...more »Buy B2B Sales eBook by Voss
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