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Posts Tagged With: b2b sales
Five Reasons to Use the Questioning Model of b2b Selling
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Just reviewing several notes on effective selling and realized a few sales people keep asking me the same question… Why Should I Use the Questioning Model of b2b Selling over the ...more »How Emotion Wins and Loses Your B2B Sales
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Got to thinking about the role of emotion in our b2b sales world. Interestingly, emotion can be helping us win accounts or it can be driving a wedge between us ...more »Changes for B2B Sales People to Consider
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Well, I've been "a-wall" for a few weeks doing the things I'm supposed to do - sell, market and find new things to share with you. So here goes… First, have ...more »Recognize Four Sources of Customer Urgency
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Look, the truth is, b2b sales people all want the customer to have a sense of urgency when working with us. It simplifies the sales process because they are pushing ...more »Does Your Mindset Impact Your B2B Sales Performance?
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Here is a topic most b2b sales people seem to ignore. It seems to me it is a topic they don't understand for the most part. Yet, your actual sales results ...more »Four Critical Points for Presentations and Proposals
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Today I want to share a two-for with you covering both your presentation points and your proposal or conceptual agreement section. This points are critical relative to your persuasion skills ...more »Eight Words or Phrases Hurting Your Credibility
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Okay, finally my world is getting back to normal after the lost of my computer. There appears to be bad people in many places. However, this is not the subject ...more »The Controversial Dead File Tactic
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Okay here is a different approach to moving old customers into taking action, yet, it is controversial and is a whether bold initiative. Let's set the stage as to why this ...more »Sixteen Words that Motivate Buyers
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You already know I'm big with word usage. The words you use can create a connection between you and the decision maker quickly. In fact, you need to understand word ...more »Expect Your Buyer to Recheck Their Options
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One thing I'm seeing more of in the marketplace today is customers or buyers rechecking their options prior to making a decision. And, in some cases even after they have ...more »Buy B2B Sales eBook by Voss
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