10 simple social selling rules
TRANSCRIPT
10 Simple Social Selling
RULES
John GoldenChief Strategy Officer, Pipeliner CRM
Author of “Social Upheaval: How to Win @ Social Selling”
1. SPRAY & PRAY WON'T WIN THE DAY - BE DISCIPLINED, VALUE-CREATING & TARGETED.
"IF YOU ARE EVERYWHERE, YOU ARE NOWHERE" -
RUMI
2. IF YOU CAN'T SELL OFFLINE YOU CAN'T
SELL ONLINE - SELLING SKILLS
MATTER
- SOCIAL PLATFORMS WON'T SELL FOR YOU.
3. LISTENING SKILLS ARE JUST AS IMPORTANT
ONLINE -RESIST THE TEMPTATION TO BE ALWAYS POSTING (TALKING) &
TAKE SOME TIME TO READ (LISTEN)-
YOU MIGHT BE SURPRISED WHAT YOU WILL LEARN
ABOUT YOUR BUYER.
4. SHARE GENEROUSLY & THOUGHTFULLY
AND YOU WILL BE REWARDED -
IF YOU HAVE INSIGHTS OF VALUE TO SHARE,
SHARE THEM WITHOUT THE EXPECTATION OF GETTING ANYTHING
IMMEDIATE IN RETURN.
5. THE FUTURE IS
UNWRITTEN -DON'T LET TRADITIONAL
PARADIGMS OR ROLE DEMARCATION HOLD YOU
BACK
- YOU CAN HAVE A ROLE IN SHAPING WHAT SOCIAL
SELLING BECOMES.
6. REMEMBER YOU ARE STILL
SELLING TO PEOPLE -
THE ENVIRONMENT MAY BE VIRTUAL BUT THE PEOPLE ARE REAL.
TREAT PEOPLE ONLINE AS YOU WOULD FACE-TO-
FACE.
7. YOUR ONLINE PERSONAL
BRAND MATTERS -
BUYERS DON'T JUST RESEARCH YOUR COMPANY, THEY RESEARCH YOU TOO
- MAKE SURE THEY FIND INFORMATION THAT CREDENTIALS YOU.
8. BUSINESS ACUMEN
MATTERS -YOU CAN'T CREATE, CURATE
OR CONTEXTUALIZE ANY CONTENT OF VALUE
UNLESS YOU UNDERSTAND THE BUSINESS OF BUSINESS
AND THE BUSINESS OF YOUR BUYER.
9. IT'S NOT JUST ABOUT
SALES - THE WHOLE ORGANIZATION
NEEDS TO EVOLVE TO SUPPORT SOCIAL SELLING
- YOU CAN'T ALIGN WITH THE BUYER IF YOU HAVE NOT FIRST ALIGNED INTERNALLY.
10. IT IS STILL ABOUT
GETTING THE SALE -
DON'T GET TOO CAUGHT UP IN THE MEDIUM - SOCIAL
ENGAGEMENT IS STILL A MEANS TO AN END.
USE IT TO UNDERSTAND AND ENGAGE WITH BUYERS IN A VALUE
CREATING WAY BUT ALWAYS REMEMBER YOU ARE THERE TO SELL!!
WWW.PIPELINERSALES.COM
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