Recently I’ve had a few people tell me that they could never make it in B2B sales. I completely disagree with their logic…here’s why.
The first person was saying that they don’t have the personality for sales. You know my thoughts on that. You can read all about it in an article I wrote called, can anyone be successful in sales?
The other person said they were not convincing or persuasive enough. They thought they needed to be a hard-core-closer. This is a common misconception of business to business sales. I can understand why people would think that it’s important to be like this in industries like, real estate, insurance, car sales, mattress sales, furniture sales.
Basically, business to consumer type sales would benefit from the being more aggressive.
However, you would not survive long in the business to business sales world if you acted like that. You can’t do that when there are multiple influencers and decision makers.
No, if you want to be successful in business to business sales you must understand how to deliver value propositions that connect with issues your clients face.
Let’s discuss the power of the sales value proposition.