Ten High-Risk Triggers Impacting a Customer’s Safety

I have shared the fact that Corporate Customers are all about Safety and Security. They base their decisions upon the degree of risk assumed to be in play when dealing with you.

Therefore, it is extremely important to be aware of the triggers used by your prospects or customers to assign risk to doing business with you or any other b2b sales person.

So here is a list of ten key triggers to watch for during your interactions with you customer and particularly the decision makers.

These ten triggers include…

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B2B Sales Qualifying is ALL about Needs

Had an interesting discussion with a sales manager last week concerning how to truly qualify a prospect. The sales manager wanted to discuss all the financial issues and demographics of prospects. I listened and asked a few questions, then asked about the role of needs in qualifying a prospect.

Our discussion got a little slower after that question as the sales manager began to think about the role of need in the qualifying process. He began to see just how important needs are in determining a real prospect.

Let’s look into this real life concept and connect a few dots.

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