Is Your Experience Getting in the Way of B2B Sales Success?

Last week I ran across some older research about the impact of experience on our b2b sales performance. While it covered positive elements, it also showed me some interesting points about how it negatively impacts a b2b sales person’s performance.

The negative element was directed at our ability to ask the right types of questions in our sales process. And, you know I’m a big proponent of the role the Questioning Model has upon our overall success.

As I referred the information, I realized I was somewhat guilty of this research activity! Geez! As I reflected on the topic, I realized it was a subject that I needed to share with all my Developing B2B Sales readers. So here we go…

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Your Choice – Be a Peer or Sales Person

As we move deeper into the world of selling to the top level people in prospect and customer organizations, you must be ready to a critical choice. This choice is about being and acting like a Peer or Sales Person.

I realize you are a sales person and probably have a business card with the words Sales Person on it. While it is time to change that to Business Advisor or Consultant.

Here is the issue. Top level people do not want to be sold anything by anybody. What they want to do is buy from someone they believe is there to help them, advise them or provide expertise to them on a topic of interest – to them – not to you or your company. Interesting situation you are placed into by the top level decision makers.

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General or Specific Questions?

Since questions and the questioning model are so critical to your b2b sales success, I want to cover the importance and difference between general and specific questions. There is a direct relationship between general and specific questions usage in the b2b sales process.

First, as a reminder, why are you using questions in the b2b sales process?

Because using questions engage the buyer and involve them in creating a solution for their issues and concerns. Questions are used to gain the prospects interest and attention to solving a problem – their problem and the associated pain of their problem.

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