Social selling – What does it mean in reality?

How much more “salesy” can you get? How much harder can you beat your sales force? How much more pressure can you put onto your customers? Didn’t you overstep the line long time ago?

Social selling is a new art, a new discipline, a more effective way to deal with more customers and be there when the opportunity is opening up. Clearly – there is nothing new in sales since 5,000 years. Yet once every 20 yeras we dramatically fine tune our engagement. Remember when “reference selling” – “consultative selling” – “whatever selling” – was better than what we did before?

Before:
Traditional sales people work cyclic with their sales quota and product promotions. They reach out to customers when they feel it is about time to reconnect. “Long time no see” – “Hey – I wanted to reach out to you…” – “We talked…. I wanted to follow up …” And whatever other monotone phrase you have to RESTART a connection that cooled down over time. The worst of all – the client knows you want to sell something and a barrier is building up immediately.

After:
Now – I want to walk you through a 5 step process to give you an idea what Social Selling means:

Assumption:
You are well verse with LinkedIn, Twitter, Facebook, YouTube, Digg, StumbledUpon etc. AND you recognized that most of your clients and their influencer are there too. If not – never mind.

1) Understand
Understand who are the most important influencer of your client – internally and externally, like colleagues, peers, friends, supervisors. You find them all in their social networks. Create a list of all those people (you may use SRM tools like XeeSM) and make that list the core of your social engagement. Biggest change: You no longer focus on the “social geographies” like Twitter or LinkedIn to pick up some news or inputs – instead you focus on the people relevant to you, regardless where they are.

2) Visit
Visit your most important clients at least every other day on their key online presences, may it be Facebook, LinkedIn groups, Twitter, YouTube, Stubled, Digg… Make sure you are present at all the relevant places (not relevant to YOU but relevant to THEM).

3) Listen
This is not the typical “listen to your customer” – I know you do that every day. This is about understanding their needs, fears, issues, challenges, whether or not it has something to do with what you are selling. You will learn all that by reading their posts, tweets, comments… Be helpful in any way you can. Listen to their conversations. Find a way to be helpful. You will learn more in 1 hour reviewing their posts and conversations than in six stiff and business focused face to face meetings – never sure if you even get that far.

4) Converse
Leave a note on their facebook wall, tweet with them, ask a question, introduce them to people who maybe relevant to them, let them know about great links you found that maybe helpful to them, comment on their blogs, groups… – do everything but DO NOT SELL Take an hour or two every day and you will be able to touch more than 5 times as many clients than the best sales guy in the world doing this the traditional way. Find out what resonates and you get to a relationship before you even picked up the phone – to just leave a message on their voice box. You will be greeted at your first phone call like you’ve been friends for years. You will think: “Cold call? how embarrassing were those times”.

5) Navigate
You will know if and when the client is in the mode to talk to you about something YOU need help with – like selling your product. Then you make yourself available face to face, on the phone and in any conceivable way to attract your client. At this point you know everything about them AND they know everything about you. You have a relationship! If this is all done right, you will socialize and the order will come in without you asking for it or selling the old way – remember: “The best sales people in the world never sold a thing”.

____________________________________

There is no more “follow up”. There is no more “long time no see” and there can’t be anymore “just thought I reach out to you to blah blah blah…”

There is only consistent communication, knowing what your clients are up to on an ongoing base, omnipresence whatever their concerns are. You cannot allow leaving your customers alone – you will need to watch them like a guardian angel. There cannot be another case where the customer made a purchase decision without you being aware of.

That is what social selling really means. ~80% of purchase decisions are based on recommendations. You need to be part of that “recommendation Chain”. If you and your products are not recommended, you need to settle for the 20% of the deals that where based only on price or other random mechanism you have no control over.

In other words, here is my definition of social selling: “Social selling is a sales technique, leveraging social media, to get and maintain a 360 degree picture of the clients and their influencer on an ongoing basis. It allows sales people to manage and maintain 5 times as many active customers compared to traditional techniques. Social selling allows an average sales person to become a top performer simply by using tools and techniques that allows them to socialize in a way that was only accessible to the top sales guard in the past.”

Let me know if I can be of any help with this

Axel
http://xeesm.com/AxelS

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46 Gratitude Quotes to be Thankful for!46 Gratitude Quotes to be Thankful for!Daily, I make sure that I openly acknowledge the things in my life that I am grateful for, and over the years I have collected a number of fantastic famous Gratitude Quotes. I hope you like them…Including famous quotes of gratitude that might inspire you and move you world of tanks blitz hack cheats tool towards manifesting your destiny too, this collection has been put together after searching to find the finest. There are hundreds of gratitude quotes, but I have selected the best so that you don’t have to plough through pages to find a gem.Find a Famous Quotation of GratitudeQuotes on gratitude can be inspirational and helpful when you are feeling grateful – and when you are not, and maybe need a nudge. Perhaps this one from William A. Ward is one of the best from my list:-“God gave you a gift of 86,400 seconds today.Have you used one to say “thank you?””Inspirational Quotes of GratitudeIf you have seen The Secret movie many times, then you may even be able to quote from some of the teachers. Here are a couple that stand out:“Whatever we think about and thank about we bring about”Dr John F Demartini“Gratitude is absolutely the way to bring more into your life”Marci ShimoffTo Express Gratefulness Famous Quotes helpIt is true that the more you are thankful and express your gratefulness for your life and everything in it, the more you add energy to the vibrations you are sending out – and the more the Universe sends back to you. Here is a famous quote of gratitude from one of my favourite old books: The Science of Getting Rich.“The more gratefully we fix our minds on the Supreme whengood things come to us, the more good things we will receive,and the more rapidly they will come; and the reason simplyis that the mental attitude of gratitude draws the mind intocloser touch with the source from which the blessings come”Wallace D WattlesGratitude Quotes“Gratitude is a quality similar to electricity: it must be produced and discharged and used up in order to exist at all”William Faulkner“If you want to turn your life around, try thankfulness. It will change your appnana cheats ios life mightily”Gerald Good“Gratitude is the fairest blossom which springs from the soul”Henry Ward Beecher“Gratitude is the heart’s memory “Jean Baptiste Massieu“The Pilgrims made seven times more graves than huts. No Americans have been more impoverished than these who, nevertheless, set aside a day of thanksgiving”H.U. Westermayer“Grace isn’t a little prayer you chant before receiving a meal. It’s a way to live”Jackie Windspear“Silent gratitude isn’t much use to anyone”G.B. Stern“It’s been such a powerful exercise, every morning to get up and say thank you, every morning …… what am I grateful for …… and I’m not just thinking about them …… real racing 3 hack tool online I’m feeling the feelings of gratitude”James Arthur Ray“If the only prayer you said in your whole life was, “thank you,” that would suffice”Meister Eckhart“When we were children we were grateful to those who filled our stockings at Christmas time. Why are we not grateful to God for filling our stockings with legs?”G.K. Chesterton“If you count all your assets, you always show a profit”Robert Quillen“As each day comes to us refreshed and anew, so does my gratitude renew itself daily. The breaking of the sun over the horizon is my grateful heart dawning upon a blessed world”Adabella Radici“You say grace before meals. All right. But I say grace before the concert and the opera, and grace before the play and pantomime, and grace before I open a book, and grace before sketching, painting, swimming, fencing, boxing, walking, playing, dancing and grace before I dip the pen in the ink”G.K. Chesterton“For each new morning with its light,For rest and shelter of the night,For health and food, for love and friends,For everything Thy goodness sends.”Ralph Waldo Emerson“Praise the bridge that carried you over”George Colman“I would maintain that thanks are the highest form of thought; and that gratitude is happiness doubled by wonder”G.K. Chesterton“If a fellow isn’t thankful for what he’s got, he isn’t likely to be thankful for what he’s going to get”Frank A. Clark“He is a wise man who does not grieve for the things which he has not, but rejoices for those which he has”Epictetus“Gratitude is the best attitude”Author Unknown“We can only be said to be alive in those moments when our hearts are conscious of our treasures”Thornton Wilder“Gratitude is the least of the virtues, but ingratitude is the worst of vices.”Thomas Fuller“There is not a more pleasing exercise of the mind than gratitude. It is accompanied with such an inward satisfaction that the duty is sufficiently rewarded by the performance”Joseph Addison“I feel a very unusual sensation – if it is not indigestion, I think it must be gratitude”Benjamin Disraeli“Courtesies of a small and trivial character are the ones which strike deepest in the grateful and appreciating heart”Henry Clay“Who does not thank for little will not thank for much”Estonian Proverb“The hardest arithmetic to master is that which enables us to count our blessings”Eric Hoffer“Power takes as ingratitude the writhing of its victims”Rabindranath Tagore“Gratitude unlocks the fullness of life. It turns what we have into enough, and more. It turns denial into acceptance, chaos into order, confusion into clarity…. It turns problems into gifts, failures into success, the unexpected into perfect timing, and mistakes into important events. Gratitude makes sense of our past, brings peace for today and creates a vision for tomorrow.”Melodie Beattie“I awoke this morning with devout thanksgiving for my friends, the old and the new”Ralph Waldo Emerson“We often take for granted the very things that most deserve our gratitude.”Cynthia Ozick“Gratitude is merely the secret hope of further favors”François Duc de La Rochefoucauld “As we express our gratitude, we must never forget that the highest appreciation is not to utter words, but to live by them”John Fitzgerald Kennedy“Grow flowers of gratitude in the soil of prayer”Verbena Woods“Most human beings have an almost infinite capacity for taking things for granted”Aldous Huxley“When eating bamboo sprouts, remember the man who planted them”Chinese Proverb“Thanks are justly due for boons unbought”Ovid“In this world of sin and sorrow there is always something to be thankful for; as for me, I rejoice that I am not a Republican”H.L. Mencken“Feeling gratitude and not expressing it is like wrapping a present and not giving it”William Arthur Ward“Let us be grateful to people who make us happy; they are the charming gardeners who make our souls blossom.”Marcel Proust“Gratitude is not only the greatest of virtues, but the parent of all the others.”Cicero“Happiness cannot be traveled to, owned, earned, worn or consumed. Happiness is the spiritual experience of living every minute with love, grace and gratitude.”Denis Waitley“Appreciation can make a day, even change a life. Your willingness to put it into words is all that is necessary.”Margaret CousinsI hope you can use some of these wonderful Gratitude Quotes as inspiration and a reminder of the how blessed we really are.46 Gratitude Quotes to be Thankful for!Daily, I make sure that I openly acknowledge the things in my life that I am grateful for, and over the years I have collected a number of fantastic famous Gratitude Quotes. I hope you like them…Including famous quotes of gratitude that might inspire you and move you world of tanks blitz hack cheats tool towards manifesting your destiny too, this collection has been put together after searching to find the finest. There are hundreds of gratitude quotes, but I have selected the best so that you don’t have to plough through pages to find a gem.Find a Famous Quotation of GratitudeQuotes on gratitude can be inspirational and helpful when you are feeling grateful – and when you are not, and maybe need a nudge. Perhaps this one from William A. Ward is one of the best from my list:-“God gave you a gift of 86,400 seconds today.Have you used one to say “thank you?””Inspirational Quotes of GratitudeIf you have seen The Secret movie many times, then you may even be able to quote from some of the teachers. Here are a couple that stand out:“Whatever we think about and thank about we bring about”Dr John F Demartini“Gratitude is absolutely the way to bring more into your life”Marci ShimoffTo Express Gratefulness Famous Quotes helpIt is true that the more you are thankful and express your gratefulness for your life and everything in it, the more you add energy to the vibrations you are sending out – and the more the Universe sends back to you. Here is a famous quote of gratitude from one of my favourite old books: The Science of Getting Rich.“The more gratefully we fix our minds on the Supreme whengood things come to us, the more good things we will receive,and the more rapidly they will come; and the reason simplyis that the mental attitude of gratitude draws the mind intocloser touch with the source from which the blessings come”Wallace D WattlesGratitude Quotes“Gratitude is a quality similar to electricity: it must be produced and discharged and used up in order to exist at all”William Faulkner“If you want to turn your life around, try thankfulness. It will change your appnana cheats ios life mightily”Gerald Good“Gratitude is the fairest blossom which springs from the soul”Henry Ward Beecher“Gratitude is the heart’s memory “Jean Baptiste Massieu“The Pilgrims made seven times more graves than huts. No Americans have been more impoverished than these who, nevertheless, set aside a day of thanksgiving”H.U. Westermayer“Grace isn’t a little prayer you chant before receiving a meal. It’s a way to live”Jackie Windspear“Silent gratitude isn’t much use to anyone”G.B. Stern“It’s been such a powerful exercise, every m

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  1. Selling GuideSelling Guide02-01-2010

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