Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Posts Tagged With: b2b sales
Do You Have an Elevator Speech?
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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
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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 »Consultative Selling requires Curiosity
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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 »How to Handle Tension during Sales Negotiation
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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 »Simple B2B Sales Presentation
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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 »Use the Farmer Concept to Win B2B Sales
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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 »Buying Process – Six Steps by the Prospect or Customer
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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?
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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
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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
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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 »A Networked Blog
