Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Category Page for: Influencing the Sale
Barriers to Overcome to Get Decisions to Buy
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To continue the theme of why it is getting harder to be successful in b2b sales today, I thought it would be a good idea to clarify the barriers to ...more »10 Reasons – Why People Buy
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While looking through some old notes during the holidays, I found this handy list of 10 reasons or basic needs used by people to buy. And, I thought you may ...more »Three Elements of Persuasion
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Persuasion is one of the most important traits every b2b sales person must possess. However, it also seems to be one of the most misunderstood success habits in the b2b ...more »Four Critical Points for Presentations and Proposals
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Today I want to share a two-for with you covering both your presentation points and your proposal or conceptual agreement section. This points are critical relative to your persuasion skills ...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 »Five Ways to Drive Your Value with Prospects
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Occasionally I'm asked about how do you show to a prospect or customer the added value to their organization. In fact, many b2b sales people want to know how to ...more »Four Keys to Educating a B2B Buyer
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Often I'm asked about how does a sales person educate a buyer to help them make a better decision. Most b2b sales people take a frontal assault to educating their ...more »Sell Differently to Corporate and Entrepreneurial Accounts
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Most b2b sales people charge into an account and sell the same way to everyone. Well, this is fine if you… Sell only to one type of person, or Sell only to ...more »Four Major Mistakes when Dealing with Gatekeepers
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Recently a sales team I was working with raised the question of how to deal with the Gatekeepers of the world. In previous training sessions they had been taught some ...more »Vision, Vision Who Has a Vision for b2b Sales?
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I keep getting a question from sales executives and sales people regarding the value of having a vision. Is having a vision all that important in b2b sales? And, the answer ...more »Buy B2B Sales eBook by Voss
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