Although I specialize in B2B sales I always emphasize that all selling is H2H – Human to Human – selling.
Whether you are selling to an organization or an individual, face-to-face or online, you are always selling to human beings.
And although we all like to think we are super complex entities that have complete control over our thoughts and emotions, we aren’t, and we don’t.
In fact, we have systems hard-wired into the structure of our brains that control our motivations, emotions, and decisions, often against all of our logic and reasoning.
The ability to read and directly affect these systems is deep influence, and it is the power behind the addictive nature of social media, effective marketing campaigns, and why you eat that treat when you are supposed to be on a diet.
If your team is still selling via persuasion, instead of influence, then you are throwing darts in the dark and probably blaming your misses on a ‘numbers game’ when you could be leading the market instead.
In a world where all the top competitors solve the same problems, and have similar credentials, it is influence on the deeply personal level that will sway decision makers in your favour.
If you want to take your business to the next level, then you need to take your sales skills to the next level first.
- Log in to post comments