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July 26, 2013
Jim Connolly Why people buy from you AND how to make more sales
By Jim Connolly
There are a number of things, which motivate people to buy from you or hire your services. This post covers maybe the most important. It’s for those of you who sell products or services to businesses.

Selling your products or services to businesses
7 years ago, I recorded a very successful audio program, which shows you how to motivate yourself and how to motivate others. One of the areas I cover, is how to motivate people to buy from you, when you sell to businesses. You can download it here.

How selling to businesses differs from selling to consumers:

• When selling to consumers, people are spending their own money. It’s all about value, trust and quality. [...]

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What If How You Sold Was as Important as What You Sold?
So, for starters, the title to this post poses a bit of a trick question because significant research suggests it is in fact a fact.

Buyers have become so adept at doing initial purchase research that they no longer need or have the patience for a sales presentation on the benefits of your widget. Ironically, this applies doubly for B2B, big ticket items where you might think a little face time would be a good thing.

A CEB study of more than 1,400 B2B customers across industries revealed that 57% of a [...]
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Facebook’s platform changes quite often. The constant changes can make us forget what we already knew or just feel like giving up. Facebook can be frustrating. So let’s go over some quick points you may have forgotten or just never knew [...] Mention cold calling to a bunch of entrepreneurs and most will grimace as if they were in pain.

I get it.

The one time I tried to do some cold calling, I failed miserably. I could not make myself get out of the car. [...]
If you want to make more sales or attract more high quality clients, you need to understand the following marketing fact: If a prospective client sees enough value in your service and they trust you to deliver it, they will buy from you! [...]
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