b2b sales tips | Developing Your B2B Sales Skills

Two Key Strategies for Relationship Selling

While doing some research on relationship selling, I ran across these two key strategies several times. Since most b2b sales people want to have good relationships with their customers and prospects, I felt it would be good to pass on these simple strategies.

Now I know several of you believe two strategies is not enough for b2b sales success. Okay, true when talking about all the different types of b2b selling. However, what I’m talking about is – only relationship selling.

When focusing upon successful b2b relationship selling, you really only need to focus upon two key strategies. So here are the two key strategies for relationship selling.

Seven Things Customers Want in B2B Sales

by Voss Graham

Recently I learned a few things about what customers truly want from their B2B sales people. Some of the things they spoke about were just common sense items to me while a couple of factors opened my eyes to some possibilities.

So what are the seven things your customers want? These are the seven most important things for a good sales relationship to happen according to the customers.

Here they are…

Do You Have an Elevator Speech?

by Voss Graham

Often I’m asked about this thing called an elevator speech. And, a lot of sales people have no clue what it is, why you need one or how to create one.

So, today, I thought I would take a moment to share what I know about the famous “elevator speech” and how and when to use it. Especially since I find most b2b sales people answer the “what do you do?” question with the self-defeating and end of conversation – “I’m a Sales Person with XYZ Company.” Tall about a show shopper.

Okay, here are the answers you are looking for regarding the what, when and how to build your elevator speech…

B2B Sales Requires Questioning Skills

by Voss Graham

One of the most interesting challenges I deal with when developing a major account or national account sales team is overcoming the Presentation Model of selling. Seems to be ingrained in the DNA of b2b sales people to use presentations as the golden key to getting the business.

And, up until the mid 1980’s every sales training and development course would discuss the need for a written and rehearsed – structured – sales presentation if you wanted to win a sale.

Then in the mid 1980 a consultant – actually a researcher – by the name of Neil Rackham turned the sales world upside down with his radical sales book – “S.P.I.N Selling.” In his book he used research to show the non-believers that questions win more business, especially in the large sales category. He later wrote a companion book entitled “Major Account Sales Strategies,” which provided detailed information in how to win major account sales – using the Questioning Model for Sales Success.

Critical Variables Impacting the Buying Decision

by Voss Graham

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 sales) – I have found five major or critical variables that impact the decision to buy or not. So today’s B2B Sales Tip is about How the Buying Decision is impacted.

The buying decision is a focal point for b2b sales people; we want to know who will make the buying decision so we can move forward in the sales process. Yet, these five critical variables continue to play havoc on our knowledge of how the buying decision will be made.

So, here are the Five Critical Variables to the Buying Decision…

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