Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Monthly Archives: September 2010
General or Specific Questions?
» by Voss Graham September 30th, 2010 at 12:04 am » Comments (0)
Since questions and the questioning model are so critical to your b2b sales success, I want to cover the importance and difference between general and specific questions. There is a ...more »Five Concerns About Current Vendors
» by Voss Graham September 29th, 2010 at 12:34 am » Comments (0)
Continuing the theme of finding possible issues, problems or concerns you need to be looking for in your b2b sales process, you should be aware of five typical concerns customers ...more »Three Areas of Business Issue Focus
» by Voss Graham September 28th, 2010 at 12:01 am » Comments (0)
After discussing the use of the questioning model to verify and confirm problems and concerns, I got several emails asking what are the primary areas of business focus using the ...more »Identifying Problems and Concerns is B2B Job One
» by Voss Graham September 27th, 2010 at 12:16 am » Comments (0)
Enough dancing around the topic, your number one b2b job is to identify and confirm problems and concerns held by your prospect or customer. Everything hinges off of this discovery. Yes, ...more »Three Essentials for Partnering
» by Voss Graham September 23rd, 2010 at 12:11 am » Comments (0)
Seems to be a number of partnering or joint venture opportunities these days, and there are right and wrong ways to deal with these possible growth strategies. The one thing I ...more »B2B Sales Presentation Tips
» by Voss Graham September 22nd, 2010 at 12:01 am » Comments (1)
"Can you or should you use your b2b prospect or customer's logo in your sales presentation?" Several times this question has come up from sales people so I thought I should ...more »Seven Types of B2B Selling
» by Voss Graham September 21st, 2010 at 12:33 am » Comments (0)
I keep getting questions about the types of b2b selling. Then I get additional questions regarding how do the different types match up. Or what is important with each type ...more »40 Reasons to Ask Questions in B2B Sales
» by Voss Graham September 20th, 2010 at 12:11 am » Comments (0)
Again, I am surprised by the amount of push back I get regarding the use of questions in b2b sales today. It is the key sales skill necessary for continuous ...more »Two Methods for Using Business Letters
» by Voss Graham September 17th, 2010 at 12:13 am » Comments (0)
Got some questions from sales people asking about how they should use business letters or direct mail in their sales process? This is a great question at this time since most ...more »Four Buying Signals for B2B Sales Success
» by Voss Graham September 16th, 2010 at 12:10 am » Comments (0)
Several times when coaching my sales clients, I get this common question - "How do you know when a customer is ready to buy?" This question opens the door to when ...more »Buy B2B Sales eBook by Voss
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