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FROM THE EDITOR
What is the secret to B2B sales?
Zig Ziglar is known as a prolific author, captivating motivational speaker, superb personal development trainer, and brilliant salesman. And he left us with the secret to sales success, helping!
I’m not talking about helping buyers feel good about making a purchase or helping them get a discounted rate or even helping them get some add-ons if they make a quick decision.
Zig is famous for his quotes, here is the one that reveals the secret of sales success.
“You will get everything you want in life, if you help enough other people get what they want.” –Zig Ziglar
B2B purchasing decisions are intended to solve problems. The buying teams are navigating a complex landscape of potential solutions with not only a problem in mind, but also a hopeful vision for their businesses when it is overcome and how much better their lives will be.
Helping them define the problem and determine a solution that will overcome it is the quickest way to a lasting business relationship with them.
This edition of our newsletter features an article focused on what a helping relationship with a prospect looks like and it includes tips from three of my friends at Life Science Connect.
And there is more on how helping can accelerate the buyer’s journey.
Have every edition of our newsletter delivered to your in-box by signing up here: send me the Follow Your Buyer newsletter each week!
- Perry
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Perry Rearick
Chief Editor | Follow Your Buyer
prearick@followyourbuyer.com
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