Selling is Social

Selling is Social Presented by: Barbara Giamanco @barbaragiamanco Co-Author of The New Handshake: Sales Meets Social Media #newhandshake

The Conversation Has Begun Without You!

Sales Has Evolved Cartoon by Gordon Pritchard

Ditch the Pitch
A sales pro was presenting to a prospect when the prospect interrupted and said: “you must have been a real superstar at your XYZ training.”

What Executive Buyers Want You to Know “ I meet with professional salespeople because often they can offer me solutions that even people within my own organization can’t develop. They’ve seen these problems in other organizations and I want the benefit of their experience.” — CXO-Level Executive

What Buyers Think About

Talking the Right Buyer?
Who initiated the request?
Who gains or loses the most by the outcome?

Different Perspectives Executive Management Operations Adapted from: Selling to the C-Suite: Nicholas A.C. Read and Stephen J. Bistritz, Ed.D. McGraw-Hill, 2010.

Different Perspectives Project View Department/Function View Company Wide View Other Uses of Funds Solution Fit Price/ Discounts Executive Management Operations Adapted from: Selling to the C-Suite: Nicholas A.C. Read and Stephen J. Bistritz, Ed.D. McGraw-Hill, 2010.

Enter the Sales Opportunity at the Right Time Early Executive Involvement Steps in the Buying Cycle Adapted from: Selling to the C-Suite: Nicholas A.C. Read and Stephen J. Bistritz, Ed.D. McGraw-Hill, 2010. When and why do senior executives get involved in the decision process for major purchases? Q A © 2010 - 2011, Learning Solutions International. All rights reserved. Early Middle Late

Executive Involvement Steps in the Buying Cycle Adapted from: Selling to the C-Suite: Nicholas A.C. Read and Stephen J. Bistritz, Ed.D. McGraw-Hill, 2010. When and why do senior executives get involved in the decision process for major purchases? Q A © 2010 - 2011, Learning Solutions International. All rights reserved. Salespeople tend to engage here

What About Sales Meetings? 1. Demonstrated responsibility 2. Understood my business goals 3. Listened before proposing a solution © 2010 - 2011, Learning Solutions International. All rights reserved. Adapted from: Selling to the C-Suite: Nicholas A.C. Read and Stephen J. Bistritz, Ed.D. McGraw-Hill, 2010. A What has to happen in meetings with salespeople for the executive to feel it was effective? Q 4. Displayed knowledge of my industry

Do You Have Cred? 1. Ability to marshal resources 2. Understands my business goals/objectives 3. Responsive to my requests 4. Willing to be held accountable © 2010 - 2011, Learning Solutions International. All rights reserved. Adapted from: Selling to the C-Suite: Nicholas A.C. Read and Stephen J. Bistritz, Ed.D. McGraw-Hill, 2010. A How does a salesperson establish credibility and trust with a high-level executive? Q 5. Knows company’s products

Components of Credibility Adapted from: Clients for Life. Jagdish Sheth and Andrew Sobel. Simon and Schuster, 2000. Integrity Capability

Components of Credibility © 2010 - 2011, Learning Solutions International. All rights reserved.
Trusted Advisor
Collaborative Relationship
Extra Pair of Hands
Expert for Hire
Reliable
Trustworthy
Consistent
Adapted from: Clients for Life. Jagdish Sheth and Andrew Sobel. Simon and Schuster, 2000. Integrity Capability Client Value Zone

Trusted Advisor?
Shared confidential information with you
Unveiled their long-range plans giving you competitive advantage
Sought your advice on issues unrelated to your company solutions
Asked your input on events happening in their organization
Invited you to attend key internal meetings
Offered to be a reference site for you
Examples of how you know… Adapted from: Selling to the C-Suite: Nicholas A.C. Read and Stephen J. Bistritz, Ed.D. McGraw-Hill, 2010.

Define who you target

Choose the Right Tools www.linkedin.com www.insideview.com www.focus.com www.hootsuite.com www.twitter.com www.facebook.com www.wordpress.com www.blogger.com

Measure and Track

Sales Meets Social Media

The Internet is top information resource
Members of the C-suite search for information themselves
Video and online networks are emerging as C-suite tools
© 2011 – Talent Builders, Inc. All rights reserved.

Be Visible Buyers check you out… what will they find?

Be Compelling

Work Your Net

Fill the Pipeline

Research Your Prospects Adapted from: Clients for Life. Jagdish Sheth and Andrew Sobel. Simon and Schuster, 2000. Your Prospect’s Competitors Your Prospect’s Customers Prospect Executive Your Prospect’s Company Your Prospect’s Industry

Learning About Your Prospects: Examples Adapted from: Clients for Life. Jagdish Sheth and Andrew Sobel. Simon and Schuster, 2000. Prospect Executive Your Prospect’s Company Your Prospect’s Industry business.com linkedin.com insideview.com

Demonstrate Expertise

Approaching the Relevant Executive
Get passionate
Do your homework
Focus on: introduction, purpose, credibility, commitment and action
Relate to their agenda
Listen and understand
Determine next steps
Adapted from: Selling to the C-Suite: Nicholas A.C. Read and Stephen J. Bistritz, Ed.D. McGraw-Hill, 2010.

Four Approaches to Gaining Access © 2010 - 2011, Learning Solutions International. All rights reserved. Adapted from: Selling to the C-Suite: Nicholas A.C. Read and Stephen J. Bistritz, Ed.D. McGraw-Hill, 2010. Implement an overt approach via the telephone or using a phone call, preceded by an email or letter Overt Use a credible sponsor within the client’s organization to help secure access Sponsor Treat the gatekeeper (AA, secretary or the like) as a resource and use them to help secure access Gatekeeper Use a referral (someone outside the client’s organization), such as a consultant, business associate or friend Referral

Preparing Your Approach © 2010, Learning Solutions International. All rights reserved. Brief introduction to why you’re contacting the executive Explain your connection to the person who referred you to the executive, if appropriate Be clear and specific as you explain the purpose of the call Explain the homework you’ve done on their organization and communicate how you’ve helped other companies address similar challenges Propose a clear and specific action for the executive Outline for the Initial Telephone Call to the Executive Adapted from: Selling to the C-Suite: Nicholas A.C. Read and Stephen J. Bistritz, Ed.D. McGraw-Hill, 2010. Introduction Purpose Credibility Commitment and Action

Finally…
Sales has evolved – evolve with it
Buyers do their homework , so should you!
Decision makers want to work with trusted advisors
Create your social sales plan then measure results
Give value in advance of sales opportunities
Engage at the right time
Be consistent , persistent and patient

Connect With Barb
Twitter: @barbaragiamanco
LinkedIn: Barbara Giamanco
Facebook: Barbara Giamanco
www.talentbuildersinc.com
www.thenewhandshake.com
[email_address]
3522 Ashford Dunwoody Rd NE #413 Atlanta, GA 30319 404-647-4925

Selling is Social

by Social Centered Selling LLC on Oct 19, 2011

Accessibility

Tags

Upload Details

Usage Rights

2 Embeds 20

Statistics

Selling is Social — Presentation Transcript

http://paper.li	19
http://a0.twimg.com	1