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	<title>Developing Your B2B Sales Skills &#187; Voss W Graham</title>
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	<link>http://developingb2bsales.com</link>
	<description>Unique Skills for Business to Business Selling</description>
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		<title>Recognize Four Sources of Customer Urgency</title>
		<link>http://developingb2bsales.com/recognize-four-sources-of-customer-urgency/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=recognize-four-sources-of-customer-urgency</link>
		<comments>http://developingb2bsales.com/recognize-four-sources-of-customer-urgency/#comments</comments>
		<pubDate>Mon, 17 Oct 2011 05:24:56 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Changing Sales Results]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[customer generated sense of urgency]]></category>
		<category><![CDATA[decision maker issues]]></category>
		<category><![CDATA[Developing B2B Sales]]></category>
		<category><![CDATA[four sources of urgency]]></category>
		<category><![CDATA[sense of urgency]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=1013</guid>
		<description><![CDATA[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 to get things done. So why are there times when the customer seems to be moving at the speed of a Glacier? A lack of [...]]]></description>
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		<title>Does Your Mindset Impact Your B2B Sales Performance?</title>
		<link>http://developingb2bsales.com/does-your-mindset-impact-your-b2b-sales-performance/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=does-your-mindset-impact-your-b2b-sales-performance</link>
		<comments>http://developingb2bsales.com/does-your-mindset-impact-your-b2b-sales-performance/#comments</comments>
		<pubDate>Mon, 26 Sep 2011 04:41:47 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Winning Mindset]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales people]]></category>
		<category><![CDATA[b2b sales success]]></category>
		<category><![CDATA[growing b2b sales]]></category>
		<category><![CDATA[self limiting beliefs]]></category>
		<category><![CDATA[self limiting mindsets]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=1009</guid>
		<description><![CDATA[Here is a topic most b2b sales people seem to ignore. It seems to me it is a topic they don&#8217;t understand for the most part. Yet, your actual sales results plus your ability to successfully change to meet the new world &#8220;norms&#8221; requires an understanding of the impact of Your Mindset upon your results. [...]]]></description>
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		<title>The Controversial Dead File Tactic</title>
		<link>http://developingb2bsales.com/the-controversial-dead-file-tactic/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=the-controversial-dead-file-tactic</link>
		<comments>http://developingb2bsales.com/the-controversial-dead-file-tactic/#comments</comments>
		<pubDate>Wed, 31 Aug 2011 07:04:46 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Personal Productivity]]></category>
		<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[dead accounts]]></category>
		<category><![CDATA[dead file tactic]]></category>
		<category><![CDATA[elimination of non-buyers]]></category>
		<category><![CDATA[Voss W Graham]]></category>
		<category><![CDATA[when no purchases in last 12 months]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=996</guid>
		<description><![CDATA[Okay here is a different approach to moving old customers into taking action, yet, it is controversial and is a whether bold initiative. Let&#8217;s set the stage as to why this tactic would be put into play. First, your customer has not purchased anything over a 12 to 24 month period. And, they tend not [...]]]></description>
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		<title>Sixteen Words that Motivate Buyers</title>
		<link>http://developingb2bsales.com/sixteen-words-that-motivate-buyers/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=sixteen-words-that-motivate-buyers</link>
		<comments>http://developingb2bsales.com/sixteen-words-that-motivate-buyers/#comments</comments>
		<pubDate>Tue, 30 Aug 2011 06:10:36 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Building Rapport]]></category>
		<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[spam filters]]></category>
		<category><![CDATA[Voss W Graham]]></category>
		<category><![CDATA[word usage in motivation]]></category>
		<category><![CDATA[word usage in sales]]></category>
		<category><![CDATA[words that work]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=994</guid>
		<description><![CDATA[You already know I&#8217;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 usage at the highest level to become one of the b2b sales superstars. Now there are the sophisticated version of word usage which helps you [...]]]></description>
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		<title>Expect Your Buyer to Recheck Their Options</title>
		<link>http://developingb2bsales.com/expect-your-buyer-to-recheck-their-options/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=expect-your-buyer-to-recheck-their-options</link>
		<comments>http://developingb2bsales.com/expect-your-buyer-to-recheck-their-options/#comments</comments>
		<pubDate>Mon, 29 Aug 2011 07:04:46 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Sales Process]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[Business to Business Selling]]></category>
		<category><![CDATA[buying options]]></category>
		<category><![CDATA[fear of failure]]></category>
		<category><![CDATA[revisiting options by the buyer]]></category>
		<category><![CDATA[taking time to develop trust]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=992</guid>
		<description><![CDATA[One thing I&#8217;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 decided upon one solution &#8211; they will still reexamine the facts or options prior to finalizing a deal. How and Where did this behavioral pattern [...]]]></description>
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		<title>Alert! Your Customer Does Not Need Your Information</title>
		<link>http://developingb2bsales.com/alert-your-customer-does-not-need-your-information/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=alert-your-customer-does-not-need-your-information</link>
		<comments>http://developingb2bsales.com/alert-your-customer-does-not-need-your-information/#comments</comments>
		<pubDate>Sun, 28 Aug 2011 17:02:00 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Knowing the Customer]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales people]]></category>
		<category><![CDATA[knowing your customer better]]></category>
		<category><![CDATA[product information]]></category>
		<category><![CDATA[questioning model for b2b sales]]></category>
		<category><![CDATA[things to learn about your customer]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=990</guid>
		<description><![CDATA[One of the biggest changes in the world of b2b sales is the FACT &#8211; Your Customers No Longer Need Your Information About Products or Services. Okay, some of you are yelling at me now since this is your world of selling &#8211; to do feature and benefit presentations to your targets. (Can&#8217;t call them [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Recognizing the 3-E&#8217;s a Customer Wants in B2B Sales</title>
		<link>http://developingb2bsales.com/recognizing-the-3-es-a-customer-wants-in-b2b-sales/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=recognizing-the-3-es-a-customer-wants-in-b2b-sales</link>
		<comments>http://developingb2bsales.com/recognizing-the-3-es-a-customer-wants-in-b2b-sales/#comments</comments>
		<pubDate>Wed, 24 Aug 2011 14:38:48 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Knowing the Customer]]></category>
		<category><![CDATA[3-E of Wants]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales person]]></category>
		<category><![CDATA[Customer Wants]]></category>
		<category><![CDATA[Efficiency]]></category>
		<category><![CDATA[Experience]]></category>
		<category><![CDATA[Expertise]]></category>
		<category><![CDATA[low or high margins]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=983</guid>
		<description><![CDATA[Musing on the topic of &#8220;What do Customers Want When Assessing a B2B Sales Person or Company?&#8221; This topic seems to lack any clarity regarding what customers want and relating that to what they are willing to pay when they find it? Okay, I&#8217;m back to the world of reality now, so let&#8217;s look at [...]]]></description>
		<wfw:commentRss>http://developingb2bsales.com/recognizing-the-3-es-a-customer-wants-in-b2b-sales/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Negotiating or Lying &#8211; How to Tell the Difference with Buyers</title>
		<link>http://developingb2bsales.com/negotiating-or-lying-how-to-tell-the-difference-with-buyers/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=negotiating-or-lying-how-to-tell-the-difference-with-buyers</link>
		<comments>http://developingb2bsales.com/negotiating-or-lying-how-to-tell-the-difference-with-buyers/#comments</comments>
		<pubDate>Mon, 22 Aug 2011 07:07:35 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Negotiation]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[cutting prices]]></category>
		<category><![CDATA[eye contact]]></category>
		<category><![CDATA[flat out lying buyers]]></category>
		<category><![CDATA[unless you]]></category>
		<category><![CDATA[Voss W Graham]]></category>
		<category><![CDATA[winning at price]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=981</guid>
		<description><![CDATA[One thing I&#8217;m consistently asked is &#8220;How do you know if the prospect is being truthful with you or just flat out lying to you?&#8221; Nothing like a little controversy to start the new week! Truthful negotiation tactics or just flat out lying to get you to do something? That is the issue at hand [...]]]></description>
		<wfw:commentRss>http://developingb2bsales.com/negotiating-or-lying-how-to-tell-the-difference-with-buyers/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Eight Ways to Build Customer Loyalty</title>
		<link>http://developingb2bsales.com/eight-ways-to-build-customer-loyalty/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=eight-ways-to-build-customer-loyalty</link>
		<comments>http://developingb2bsales.com/eight-ways-to-build-customer-loyalty/#comments</comments>
		<pubDate>Sun, 21 Aug 2011 11:41:57 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Building Customer Loyalty]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[business person who sells]]></category>
		<category><![CDATA[Business to Business Selling]]></category>
		<category><![CDATA[Customer Loyalty]]></category>
		<category><![CDATA[Developing B2B Sales]]></category>
		<category><![CDATA[finding business issues]]></category>
		<category><![CDATA[long term accounts]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=978</guid>
		<description><![CDATA[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 again.), yes, customer loyalty is about the  most important thing that can happen to you. If you are not focused upon developing long term customer [...]]]></description>
		<wfw:commentRss>http://developingb2bsales.com/eight-ways-to-build-customer-loyalty/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Mindset Shifts for Understanding Your Customer.</title>
		<link>http://developingb2bsales.com/mindset-shifts-for-understanding-your-customer/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=mindset-shifts-for-understanding-your-customer</link>
		<comments>http://developingb2bsales.com/mindset-shifts-for-understanding-your-customer/#comments</comments>
		<pubDate>Thu, 18 Aug 2011 06:55:55 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales peoples point of view]]></category>
		<category><![CDATA[B2B Sales Superstars]]></category>
		<category><![CDATA[customer's point of view]]></category>
		<category><![CDATA[detached point of view]]></category>
		<category><![CDATA[mindsets]]></category>
		<category><![CDATA[points of view]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=976</guid>
		<description><![CDATA[An interesting point of view is &#8211; what is your point of view or reference when listening to your customers? Are you only listening for things that fit your agenda to make a sales? If so, you need to review some basic references for active listening. These listening tips also relate to when you are [...]]]></description>
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		<slash:comments>0</slash:comments>
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