Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Category Page for: Influencing the Sale
Critical Variables Impacting the Buying Decision
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Through the years of selling to major accounts and assisting my clients in selling to major accounts or as we like to say today - business to business selling (B2B ...more »Sixteen Tips for Getting Long Term Customers
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Today, I see sales people working really hard yet, missing the point of keeping customers for the long term. Long term customers are usually the most profitable and most fun ...more »Three Ways to Turn Off Prospects and Lose the Sale
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Today, I am sharing something that should be a no-brainer for all sales people. Yet, I see and hear the opposite behavior more than I should if the objective is ...more »7 Reasons You Talk too Much
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Talking too much is a curse for effective sales people. It opens the door to "winging it" strategies - er - mistakes which haunt a sales person as the customer ...more »Think Simple to Win More Sales
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It continues to amaze and amuse me watching sales people operate in selling environment. So what are they doing that amazes and amuses me? Sales people are complicating their offers ...more »Two Ways to Lose the Emotional Win
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Earlier I wrote about the importance of emotional wins and three ways to build on an emotional win. This tip will cover two primary mistakes used by sales people to ...more »Emotional Wins Get the Business
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One thing that continuously amazes me is the inattention to the emotional wins needed for a "person" to make a buying decision. When I ask a sales person, how does ...more »Four Things Your Customer Wants
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While talking to a sales client, an interesting question came up and I thought it would be good to share with all my readers. The question was - since several ...more »Budget Authority During Tough Times
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Here is a very important sales tips for the understanding what happens during economic downturns. This rule applies to any company or organization experiencing difficult economic times. The cause could be ...more »Trade Information for Credibility
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One sales technique that is very success for building credibility with your prospects and customers is to trade information. When coaching sales people about this topic I always get the ...more »A Networked Blog
