This blog first appeared on the DLA blog here
I remember when I started in sales some 25 years ago. Buyers were painted as some mythical being that could make life or death decisions in some opaque way. Like the Roman term Pollice Verso (or verso pollice), a Latin phrase meaning “with a turned thumb“, that is used in the context of gladiatorial combat. It refers to the hand gesture or thumbs signal used by Ancient Roman crowds to pass judgment on a defeated gladiator. Thumbs up they lived, thumbs down they were executed.
I know that sometimes in sales in can feel like life and death. To misquote Bill Shankly “Some people think sales is a matter of life and death. I don’t like that attitude. I can assure them it is much more serious than that.”
When I went on my first sales call to Arfon District Council, which if you don’t know is in North Wales and the first language there is Welsh. The meet took place in Welsh and every now and again they people would turn to me and ask me a question (in English).
What I found out was that buyers are like me and you. We have the same needs, wants and pressures. So let’s talk about 6 ways you can influence B2B buyers:-
This blog continues on the DLA blog here