Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Posts Tagged With: Voss W Graham
Six Ways to Strengthen Your B2B Sales Strategy
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Most of the time, b2b sales people just make a call on a prospect or customer using the "wing-it" sales strategy. Meaning they just show up and trust they ability ...more »How Do You Deal with Competitors?
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Seems to be a number of questions and chatter about how to deal with, attack, match and overcome competitors. Therefore today we will discuss how to deal with competitors. Okay, first ...more »Ever Hear This? – “Let me Think about Your Offer”
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This week I am going to address several questions I get from you - the readers of these sales tips. This first question is about what you will do when a ...more »Are You Self-Focused or Customer-Focused?
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Recently I attended a sales workshop - even the people who teach go to learn more - and one of the topics emphasized during the session was title question -Are ...more »Top Ten Reasons B2B Sales have Communication Issues
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I guess I have been watching too much David Letterman with his famous top ten lists. However, the purpose of his lists are to create humor and laughing. My list ...more »Why New Products Cause Good Sales People to Fail
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Sometimes it makes no sense when experienced and effective b2b sales suddenly begin to fail when selling new products in their markets. What is happening to these experienced and good sales ...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 »Your Personal Challenge – Think Big or Think Small?
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Recently I got one of those tough questions which cause you to stop and reflect on both the question and the possible answer(s). Here is the question… Do I need to ...more »Tools for Getting High Quality Leads for B2B Sales
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Been getting a number of questions on how to get leads for the b2b sales team. My opinion on generating leads is to make certain they are high quality leads. I ...more »Buy B2B Sales eBook by Voss
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