I’ve been having a think on this lately.
What is it that bugs me so much about this whole concept of B2B and B2C selling? Something really irks me, but I can’t quite get my arms around it, until today when I realized…
These terrible shorthand terms take the humans right out of the mix! Businesses don’t sell to businesses. Businesses don’t sell to consumers. PEOPLE sell to PEOPLE – some of them are buyers because their job description makes them buyers. Some of them are buyers because they have a wallet.
But, they are people nonetheless. Would you argue that in a B2B sale, you have 5 decision makers? Making it complex?
Didja ever try to sell a Porsche to a guy with a wife who has three kids under the age of 5? Talk about a complex sale!
Point is. If you continue to remember that there is another HUMAN on the other side of the conversation – with their own needs and values and worries and hopes and expectations – and people to take care of and people to please, you will start to look at your sales in a completely new way.
And you will get farther in all of the work you do.
There will never be a “gatekeeper” on the other end of the phone. There will be someone who knows the way the CEO likes to do business and what they are trying to accomplish in their business right now.
You won’t be calling on a “Suspect”. You will be talking to another human who has hopes, dreams, problems, and concerns. Imagine if you got interested in those hopes, dreams, problems and concerns? All of a sudden you are developing relationships that are much more likely to turn into business.
Do you know I walked into a meeting with a person I was selling to at a Fortune 50 company and she actually gave me a hug?!?! We got business with them year-over-year – it was a huge win!
How about some P2P selling instead?
Don’t forget they’re people and don’t forget to…
Love ‘em ALL UP!
The Irreverent Sales Girl
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