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Posts Tagged With: questioning model of b2b sales
Stop Educating Your Buyer – Start Finding the Opportunity
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Earlier I wrote an article about how the buyer does not need the b2b sales person anymore. And, this statement or information is true. Yet, there are some systematic issues ...more »Know the Difference between Advantages and Benefits
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It continues to amuse me regarding the overall lack of understanding between an advantage and benefit your product or services offers a customer. In fact, the lack of understanding regarding these ...more »To Make an Impact, Ask Questions to Get a Prospect Thinking
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One mistake I see a number of b2b sales people do is asking simple questions a prospect can answer without any thought. Really, they go on auto pilot - usually ...more »Types of Selling Models to Use for B2B Sales
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B2B sales people are always asking me this question… What B2B Sales Model Should I Use today for b2b sales success? Then we get into a dialogue about the types of selling ...more »Four Major No-No’s During the First Visit
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It seems that self confidence comes to b2b sales people in different shapes and forms and when the self-confidence level is low - well certain things happen during the first ...more »Six Techniques to Improve Effective Listening
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As a big believer in the use of the questioning model for b2b sales success, I need to share the other side of the equation. Making the environment safe for ...more »Product Pusher or Solution Puller – Which Are You?
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This question is one of the more interesting questions I want answered when working with a sales person or a sales team. Product Pusher or Solution Puller? The answer lies based upon ...more »B2B Sales Major Change Issue #3 – Presentation Model is Dead
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Thia is part three of a five part series on major change issues for b2b sales. Today's discussion will be on the third major issue of the movement away from ...more »Buy B2B Sales eBook by Voss
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