Are Your B2B Sales Goals Identified for 2012?

Just a gentle reminder, you should have your B2B sales Goals for 2012 established, noted and in some cases – launched.

If you have neglected to set your new goals for the coming year, then you are one of three types of people:

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Are You Helping Your Buyer to See, Hear or Feel Your Solution?

Well, Are you helping your buyer to see, hear or fell your solutions? For that matter, are you truly communicating with your buyers or customers – the way they want to be communicating?

I have found most b2b sales people have no idea what I’m talking about when I discuss the importance of See, Hear or Feel. The technical terms for these are Visual, Auditory or Kinesthetic.

These items are critically important if you want to fully engage your customers during interviews, presentations and any other points of interaction. The key is to understand that everyone has a preferred method or language they use when communicating or just thinking about things in general.

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10 Reasons – Why People Buy

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 – Why People Buy

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Three Elements of Persuasion

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’s arsenal.

The interesting thing about persuasion is the Greeks figured it out back in the 3rd Century. The famous Greek philosopher – Aristotle – pointed out there are three key elements to the persuasion. When you understand the three elements, you will understand how to use persuasion every day.

So, here is what Aristotle determined back in the 3rd Century…

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