major account selling | Developing Your B2B Sales Skills

Are You Patient with Long B2B Sales Cycles?

Interesting comment was made by a b2b sales person last week. “This Customer just has to move faster for me or I’m done!”

Such a strong statement from a b2b sales person. (And, he actually meant it.) This reminds me of the person who said they hate rejection, yet, choose the sales profession to make a living. Confusing is the only thing I can think of about this.

The fact is in b2b sales, a long sales cycle is the name of the game – particularly with new prospects or companies who have never made a similar type of purchase in the past. Patience on the part of the b2b sales person is a true given – it is a necessary trait for long term success.

Who is the Father of B2B Sales Questioning Techniques

by Voss Graham

Today, I want to share who I believe is the Father of today’s B2B Sales Questioning Techniques. That person is Neil Rackham.

Rackham is a research consultant with an understanding of sales, yet, he had no factual evidence regarding what works or does not work in the world of b2b selling. So he was engaged by four multinational companies to study – what makes a successful B2B sales person successful?

He and his team of researchers took to the filed for several years following over 35,000 sales calls and measuring the techniques used during each call. Later, they connected the dots relative to who won their sales and who lost. By correlating the data, he was able to create a questioning model based upon real time research of sales calls from start to finish.

Now, some of you are asking – why is this important? Because when Rackham published his works in the form of a comprehensive sales book, many sales managers and sales people rejected his finding. Why? Because they were well educated in the traditional model of selling and their beliefs would not let them change to Rackham’s model of selling.

Uncertainty is the Curse for First Time Buyers

by Voss Graham

In large account and major account selling, many sales people misunderstand what their real obstacle for both the buyer and the sales person. The big issue or rock standing in the path of a successful sales process is uncertainty. Now some people want to debate this issue and that is their right.

However, research and observation has determined the real issue is uncertainty. So what is this “uncertainty all about in the eyes of the buyer – prospect or customer – it is the same for both.

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