Social Selling: You Can’t Turn a No into a Yes Without a Maybe In Between

social-selling-content-marketing

The path to the sale has many twists and turns. It's not always easy to determine where and when you can provide the most value to your target customers along that road. Social Selling, as part of your overall sales process, helps identify where those twists and turns occur and where sales are in danger of going of the cliff. "You can't turn a no into a yes without a maybe in between." ~Frank Underwood, President of the United … [Read more...]

Sales and Social Selling: Are They The Same?

sales-social-selling-are-they-the-same

Being successful in sales will take you anywhere you want to go, right? Umm, not so fast. In today's online environment where 95% of buyers start their purchase process online, tried-and-true sales techniques are valuable but not foolproof. I meet sales professionals everyday who excel at their sales process but they're lost when it comes to taking those skills online. Over my 25+ years in car dealerships, I can count on one hand those … [Read more...]

What To Do if The Boss Thinks Social Selling is a Fad

boss-thinks-social-selling-is-a-fad

Using Social Media as part of the sales process can increase revenue. But many sales managers and GMs aren't convinced yet. They're curious but skeptical about how efforts placed on social networks can result in a return on investment and/or sales. Many salespeople see Social Selling from the opposite camp. They know the value but feel like their hands are tied because they're ostracized if found using Social Media in the workplace. Some … [Read more...]

Top Social Media and Content Marketing Trends for 2015

social-media-and-content-marketing-trends-2015

More than ever, we're seeing businesses take a holistic approach to marketing. Social Media marketing is no longer something you do as an afterthought. Businesses are taking steps to integrate content creation within their organization. There was so much growth in 2014 and now we're seeing that Social Media and Content Marketing will be even bigger in 2015. Over 70% of US online adults use some form of social media networking. (Pew Internet … [Read more...]

Do I Need a Separate Facebook Account for Business?

do-i-need-a-separate-facebook-account-for-business

I'm not trying to be Captain Obvious here but unless you've been on a deserted island somewhere, you should know by now that Facebook is a valuable tool for marketing yourself and your business. Salespeople leverage it to stay in touch with customers and network with new ones. Businesses make it part of their marketing to generate leads and sales. Almost anyone can benefit from Facebook's reach and it's crazy to ignore it. I get asked a lot, "Do … [Read more...]

The Power of Storytelling To Connect, Build Trust and Close Sales

power-of-storytelling-sales

Great stories attract attention. A well-constructed narrative builds an emotional connection and the power of storytelling can be very useful in the road to the sale. Character-driven stories with emotional content result in a customer's better understanding of the key points a salesperson wishes to make. Relevant, useful stories enable better recall by the customer, often weeks, months or years later. Our brains love good storytelling. In … [Read more...]

Mistakes That Cost You Sales to Your Most Interested Buyers

social-selling-mistakes

In this world of constant noise and heightened mistrust, it's dangerous to assume your buyer will notice you easily. Even the most loyal customers can waver and not recognizing this can be a costly mistake. According to the National Center for Biotechnology Information, the average attention span of a human being has dropped from 12 seconds in 2000 to 8 seconds in 2013. This is one second less than the attention span of a goldfish. Linkedin … [Read more...]

Social Selling for Beginners: 10 Actions to Look Like an Expert

social-selling-for-beginners-consulting-training

Everyone wants to be remarkable. Every salesperson wants to be the ONE who customers choose, over and over again. But many salespeople are lost with today's technology. The advancements in social media and content management platforms have made it easier than ever to engage and stay connected with those ideal customers. There's never been a better time to incorporate Social Selling into your sales process but if you're a beginner, it's a scary … [Read more...]

Two Frightening Examples of Failure in Social Networking

examples-of-failure-in-social-networking

What we say and do speaks volumes about us. Our words and actions tell the story of what it's like to do business with us. Social channels are ideal for leveraging our network to "promote" good intentions and tell the story of our personal brand. But here's the thing about social media: everything you say and do creates a perception in your customers' minds. If you don't want to be a failure in social networking, shouldn't your image be a … [Read more...]

What Sort of Content Should I Be Pushing on Social Media?

social-media-content-strategy-consulting

One of my favorite things to do is listen. It feels natural because I'm an introvert and it's provided me wonderful insight with those I interact with daily, including prospects and clients. With respect to Social Media and other digital marketing, active listening can be the best tool you have in your arsenal. I was privy to a conversation the other day during a training I was conducting. It was at the beginning of the workshop and the … [Read more...]