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Posts Tagged With: Voss W Graham
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 »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 »Alert! Your Customer Does Not Need Your Information
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One of the biggest changes in the world of b2b sales is the FACT - Your Customers No Longer Need Your Information About Products or Services. Okay, some of you are ...more »Recognizing the 3-E’s a Customer Wants in B2B Sales
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Musing on the topic of "What do Customers Want When Assessing a B2B Sales Person or Company?" This topic seems to lack any clarity regarding what customers want and relating that ...more »Negotiating or Lying – How to Tell the Difference with Buyers
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One thing I'm consistently asked is "How do you know if the prospect is being truthful with you or just flat out lying to you?" Nothing like a little controversy to ...more »Eight Ways to Build Customer Loyalty
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Been hearing a lot of chatter about Customer Loyalty and whether it is as important as some make it out to be. Well, Grasshopper (there I go showing my age ...more »Mindset Shifts for Understanding Your Customer.
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An interesting point of view is - what is your point of view or reference when listening to your customers? Are you only listening for things that fit your agenda ...more »Buy B2B Sales eBook by Voss
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