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	<title>Developing Your B2B Sales Skills &#187; Influencing the Sale</title>
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	<link>http://developingb2bsales.com</link>
	<description>Unique Skills for Business to Business Selling</description>
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		<title>Barriers to Overcome to Get Decisions to Buy</title>
		<link>http://developingb2bsales.com/barriers-to-overcome-to-get-decisions-to-buy/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=barriers-to-overcome-to-get-decisions-to-buy</link>
		<comments>http://developingb2bsales.com/barriers-to-overcome-to-get-decisions-to-buy/#comments</comments>
		<pubDate>Mon, 16 Jan 2012 06:44:56 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Influencing the Sale]]></category>
		<category><![CDATA[author Voss W Graham]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales people]]></category>
		<category><![CDATA[b2b sales person]]></category>
		<category><![CDATA[barriers to decisions]]></category>
		<category><![CDATA[decision makers in sales]]></category>
		<category><![CDATA[influencing the b2b sale]]></category>
		<category><![CDATA[seven barriers incluencing buyers decisions]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=1074</guid>
		<description><![CDATA[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 decision making for you. Most of these barriers are connected to the major theme for the decision makers today &#8211; job security. With the possible [...]]]></description>
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		<title>10 Reasons &#8211; Why People Buy</title>
		<link>http://developingb2bsales.com/10-reasons-why-people-buy/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=10-reasons-why-people-buy</link>
		<comments>http://developingb2bsales.com/10-reasons-why-people-buy/#comments</comments>
		<pubDate>Wed, 28 Dec 2011 07:56:09 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Influencing the Sale]]></category>
		<category><![CDATA[author Voss W Graham]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[getting loyal customers]]></category>
		<category><![CDATA[helping decision makers]]></category>
		<category><![CDATA[loyal decision makers]]></category>
		<category><![CDATA[questioning model for b2b sales]]></category>
		<category><![CDATA[why people buy]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=1036</guid>
		<description><![CDATA[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 find the list interesting and helpful when selling to the individuals within an organization. Here are the top ten reasons &#8211; Why People Buy… Friendship [...]]]></description>
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		<title>Three Elements of Persuasion</title>
		<link>http://developingb2bsales.com/three-elements-of-persuasion/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=three-elements-of-persuasion</link>
		<comments>http://developingb2bsales.com/three-elements-of-persuasion/#comments</comments>
		<pubDate>Tue, 27 Dec 2011 17:45:36 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Influencing the Sale]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales process]]></category>
		<category><![CDATA[Developing B2B Sales]]></category>
		<category><![CDATA[elements of persuasion]]></category>
		<category><![CDATA[emotional buying decision]]></category>
		<category><![CDATA[sales 101]]></category>
		<category><![CDATA[using logic in b2b sales]]></category>
		<category><![CDATA[Voss W Graham author]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=1033</guid>
		<description><![CDATA[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 sales person&#8217;s arsenal. The interesting thing about persuasion is the Greeks figured it out back in the 3rd Century. The famous Greek philosopher &#8211; Aristotle [...]]]></description>
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		<title>Four Critical Points for Presentations and Proposals</title>
		<link>http://developingb2bsales.com/four-critical-points-for-presentations-and-proposals/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=four-critical-points-for-presentations-and-proposals</link>
		<comments>http://developingb2bsales.com/four-critical-points-for-presentations-and-proposals/#comments</comments>
		<pubDate>Wed, 21 Sep 2011 07:01:36 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Influencing the Sale]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[critical points for influencing the sale]]></category>
		<category><![CDATA[deliver results and outcomes]]></category>
		<category><![CDATA[keys for successful proposals]]></category>
		<category><![CDATA[Voss W Graham author]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=1007</guid>
		<description><![CDATA[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 and particularly your ability to lock down your credibility with your customer. By the way, these four critical points all require you to be using [...]]]></description>
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		</item>
		<item>
		<title>Know the Difference between Advantages and Benefits</title>
		<link>http://developingb2bsales.com/know-the-difference-between-advantages-and-benefits/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=know-the-difference-between-advantages-and-benefits</link>
		<comments>http://developingb2bsales.com/know-the-difference-between-advantages-and-benefits/#comments</comments>
		<pubDate>Mon, 11 Jul 2011 05:51:14 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Influencing the Sale]]></category>
		<category><![CDATA[Advantages]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[benefits]]></category>
		<category><![CDATA[Developing B2B Sales]]></category>
		<category><![CDATA[questioning model of b2b sales]]></category>
		<category><![CDATA[Voss W Graham]]></category>
		<category><![CDATA[what decision makers want]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=935</guid>
		<description><![CDATA[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 terms often lead to lost sale opportunities. How does this happen? When a sales person does not understand the difference, they will first confuse [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Five Ways to Drive Your Value with Prospects</title>
		<link>http://developingb2bsales.com/five-ways-to-drive-your-value-with-prospects/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=five-ways-to-drive-your-value-with-prospects</link>
		<comments>http://developingb2bsales.com/five-ways-to-drive-your-value-with-prospects/#comments</comments>
		<pubDate>Wed, 01 Jun 2011 06:29:47 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Influencing the Sale]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[critical business issues]]></category>
		<category><![CDATA[Developing B2B Sales]]></category>
		<category><![CDATA[driving value added]]></category>
		<category><![CDATA[showing results and metrics]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=887</guid>
		<description><![CDATA[Occasionally I&#8217;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 show value added in the first place. So, today, I&#8217;m going to share five things you can do to help your customer or prospect see [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Four Keys to Educating a B2B Buyer</title>
		<link>http://developingb2bsales.com/four-keys-to-educating-a-b2b-buyer/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=four-keys-to-educating-a-b2b-buyer</link>
		<comments>http://developingb2bsales.com/four-keys-to-educating-a-b2b-buyer/#comments</comments>
		<pubDate>Mon, 23 May 2011 06:22:53 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Influencing the Sale]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales people]]></category>
		<category><![CDATA[educating buyers]]></category>
		<category><![CDATA[four keys to education of buyers]]></category>
		<category><![CDATA[speed up the sales process]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=871</guid>
		<description><![CDATA[Often I&#8217;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 buyers, which can be a fatal mistake regarding any future sales. Now, don&#8217;t get me wrong. Most buyers want some education if for no other [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Sell Differently to Corporate and Entrepreneurial Accounts</title>
		<link>http://developingb2bsales.com/sell-differently-to-corporate-and-entrepreneurial-accounts/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=sell-differently-to-corporate-and-entrepreneurial-accounts</link>
		<comments>http://developingb2bsales.com/sell-differently-to-corporate-and-entrepreneurial-accounts/#comments</comments>
		<pubDate>Wed, 09 Mar 2011 07:53:05 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Influencing the Sale]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[corporate type buyers]]></category>
		<category><![CDATA[corporate type decision makers]]></category>
		<category><![CDATA[Developing B2B Sales]]></category>
		<category><![CDATA[entrepreneurial decision makers]]></category>
		<category><![CDATA[sell to buyer preferences]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=748</guid>
		<description><![CDATA[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 corporate accounts or to entrepreneurial accounts. However, one size DOES NOT FIT ALL in sales. This is the main reason I continually tell [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Four Major Mistakes when Dealing with Gatekeepers</title>
		<link>http://developingb2bsales.com/four-major-mistakes-when-dealing-with-gatekeepers/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=four-major-mistakes-when-dealing-with-gatekeepers</link>
		<comments>http://developingb2bsales.com/four-major-mistakes-when-dealing-with-gatekeepers/#comments</comments>
		<pubDate>Wed, 23 Feb 2011 06:36:12 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Influencing the Sale]]></category>
		<category><![CDATA[b2b sales people]]></category>
		<category><![CDATA[b2b sales success]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[Developing B2B Sales]]></category>
		<category><![CDATA[getting to decision makers]]></category>
		<category><![CDATA[major mistakes with gatekeepers]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=732</guid>
		<description><![CDATA[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 of the old traditional techniques and tactics designed to overcome or by pass the gatekeepers. The more we discussed the situation, the more I realized [...]]]></description>
		<wfw:commentRss>http://developingb2bsales.com/four-major-mistakes-when-dealing-with-gatekeepers/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Vision, Vision Who Has a Vision for b2b Sales?</title>
		<link>http://developingb2bsales.com/vision-vision-who-has-a-vision-for-b2b-sales/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=vision-vision-who-has-a-vision-for-b2b-sales</link>
		<comments>http://developingb2bsales.com/vision-vision-who-has-a-vision-for-b2b-sales/#comments</comments>
		<pubDate>Tue, 22 Feb 2011 07:24:47 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Influencing the Sale]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[B2B Sales Superstars]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[connect the future to the current]]></category>
		<category><![CDATA[create the future]]></category>
		<category><![CDATA[creating vision for b2b sales success]]></category>
		<category><![CDATA[Developing B2B Sales]]></category>
		<category><![CDATA[gap analysis in b2b sales]]></category>
		<category><![CDATA[success habits in b2b sales]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=728</guid>
		<description><![CDATA[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 is a resounding &#8220;yes&#8221; if you want to be a b2b sales superstar. So who has to have a vision and why? This is [...]]]></description>
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