Social Selling Tips of the Week: Simple Social Sales Tactics
Go back to the basics of social selling and create conversations that convert
September 30, 2016
Every salesperson knows the “ABC’s” of selling—always be closing—but there’s another sales acronym that gets far better results: KISS—keep it simple, stupid.
As technology and buying behaviors get more sophisticated, it’s easy to forget that the simplest sales techniques are still often the most effective—for example, active listening works just as well online as it does in person. To help your sales team recalibrate and get back to basics, here’s a look at a few time-tested methods for social selling in an increasingly complicated marketplace.
How to Talk Less and Achieve More Impressive Results (It's Easier Than You Think)
This week’s first article comes from Startup Professionals CEO Martin Zwilling, who outlines eight guidelines for talking less, and selling more.
Zwilling acknowledges the “challenge” in switching from pitching to listening, but insists that less really is more when it comes to talking. “Time is a critical resource in these rapidly changing times. Don't waste it repeating your message ad nauseam.”
Some simple tips to streamline your selling tactics include:
1. Limit your statements—and answers—to 60 seconds or less
2. Don’t interrupt
3. Lead responses with a thoughtful pause
4. When you talk, summarize what you’ve heard
5. Address individuals by name
If you find yourself talking more than listening, it might feel great, but nothing sounds better than closing the deal.
4 Small Sales Questions That Make a Huge Impact
Our second piece from author and sales strategist Mark Wayshak continues the trend towards simple sales techniques. He outlines four questions that keep the conversation focused on selling, not telling.
“The most successful salespeople understand that prospects don’t care about them—or even their product or service, “ Wayshak notes. “Prospects only care about solving their greatest challenges.” A few of the simple questions include:
● Why do you ask that?
● What’s the biggest problem facing your organization?
● How much is this costing your company?
While it may sound simplistic and textbook, relying on simple, focused leading questions helps you identify your prospect’s problems, allowing you to define and supply the solution on your terms.
Good Sales Teams Know When to Stop Selling
In this week’s third article from Harvard Business Review, Mark Kovac asks sales teams to step back a little further and asks when is it time to stop selling and build a relationship instead?
Kovac warns that relentless pitching, cross-selling, and upselling might increase your quarterly numbers, but hurt in the long run. Relying solely on metrics and not listening to the feedback of each customer’s unique situation will turn clients into detractors over time. “Think hard before blindly committing to another sales pitch,” Kovac advises. “Stop wasting time and energy selling to customers who may become detractors of your company. Instead, spend that time fixing those relationships.”
Clients that actively promote are far more valuable than detractors. Take the time to listen and repair those relationships, not for the sake of your client—for the sake of your bottom line.
Making Sales Simpler
This week’s final piece is our own free eBook, Making Sales Simpler, aimed at uncovering real-time insights into your buyer.
Download the eBook to learn how to:
● Find decision makers within a target account
● Use LinkedIn to reduce customer churn
● Use social triggers to build strong professional relationships
Simple Social Selling Works
One of the greatest strengths of social selling is access to a limitless wealth of data, but it’s easy to get lost in the torrent of information. Some of the best methods for uncovering your clients’ needs and concerns are simple questions, active listening, and the realization that building a relationship is worth more in the long run than making a sale today.
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