Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Monthly Archives: September 2010
Eight Time Wasters to Avoid in B2B Sales
» by Voss Graham September 15th, 2010 at 12:38 am » Comments (0)
Seems like time management is on everybody's mind these days. It is the number one issue stated as the reason things cannot get done - I don't have any time ...more »You Cannot Win Arguments by Arguing!
» by Voss Graham September 14th, 2010 at 12:05 am » Comments (0)
Your b2b sales tip today is to avoid arguing with customers. I should be able to stop with the opening sentence, however, I have found many b2b sales people who feel ...more »Five Blockers to Buyers Attention
» by Voss Graham September 12th, 2010 at 5:41 pm » Comments (0)
Often I'm asked about the use of AIDA methods when calling on b2b buyers. While it is true you should be using a questioning method in the b2b sales world, ...more »Two Key Strategies for Relationship Selling
» by Voss Graham September 9th, 2010 at 12:29 am » Comments (0)
While doing some research on relationship selling, I ran across these two key strategies several times. Since most b2b sales people want to have good relationships with their customers and ...more »Seven Things Customers Want in B2B Sales
» by Voss Graham September 8th, 2010 at 12:30 am » Comments (0)
Recently I learned a few things about what customers truly want from their B2B sales people. Some of the things they spoke about were just common sense items to me ...more »Do You Need an “It” Factor for B2B Sales Success?
» by Voss Graham September 5th, 2010 at 1:44 am » Comments (0)
Recently I noted several NFL quarterbacks losing their jobs as well as a couple of college quarterbacks losing their scholarships. Each time the reason was "they didn't have the it ...more »Do You Have an Elevator Speech?
» by Voss Graham September 2nd, 2010 at 12:04 am » Comments (0)
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 ...more »Five Pitfalls to Successful B2B Selling
» by Voss Graham September 1st, 2010 at 12:37 am » Comments (0)
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 ...more »Buy B2B Sales eBook by Voss
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