I have a great deal of respect for individuals who sell in a business-to-business environment. Some of my prior business experience is in B2B selling. As the owner of a training and consulting business, I sell to other businesses. My wife sells B2B. Many of my friends sell to businesses.
But as a B2C sales trainer and consultant, I get to work with salespeople who sell to consumers. B2C salespeople are a real inspiration to me. And here's what I think: many B2B salespeople simply wouldn't survive if they were selling in a B2B selling environment.
When you sit across from a prospect in their home, and after a four hour sales meeting, you walk away with a signed contract, that is incredible salesmanship. And when this sale is closed even after you've heard the "I need to think about it" objection and the "we can't afford it right now" objection and the "we're thinking of doing this project next year" objection, and the "we need to get other bids" objection, that's simply . . . awesome!
And these awesome displays of salesmanship don't just occur in customers' homes, they occur in showrooms and retail stores, colleges, on the phone, at trade shows, and at the customer's front door.
B2b salespeople might be superior at prospecting, understanding corporate structure, team-selling, and writing proposals. But many B2B salespeople are superior at meeting with a prospect in a head-to-head meeting and walking away with the business. These are sales superstars!
Skip Anderson is the Founder and President of Selling to Consumers, a B2C sales training and consulting firm. Subscribe to the free Selling to Consumers Sales Tips Newsletter.
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