Social Selling University - Selling to Crazy Busy Prospects - Jill Konrath

1,745 views

Published on

Having a tough time capturing and keeping the attention of today’s stressed-out decision makers? In this webinar, you’ll learn:

•How being crazy-busy impacts your prospects’ thinking, decision making and expectations.
•Three critical mistakes that will kill your chances of setting up a meeting with a potential customer.
•The four key factors your prospects use to determine if they’ll continue the conversation with you — or not.
•Why leveraging social media is absolutely critical to your sales success today.

Published in: Technology, Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
1,745
On SlideShare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
40
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Social Selling University - Selling to Crazy Busy Prospects - Jill Konrath

  1. 1. YOUR CUSTOMER HAS MOVED.
  2. 2. Selling to Crazy-Busy Prospects
  3. 3. Your Prospects Your Prospect’s World
  4. 4. How can I get it all done?
  5. 5. 300+ emails 1 20-30 messages 59 hours spot
  6. 6. Frazzled Customer Syndrome
  7. 7. <ul><li>They can’t handle complexity! </li></ul>
  8. 8. <ul><li>They don’t have time for the pain! </li></ul>
  9. 9. <ul><li>Priorities </li></ul><ul><li>flip overnight. </li></ul>
  10. 10. <ul><li>Freeze—and do nothing. </li></ul>
  11. 11. <ul><li>Avoid risk & default to the simplest decision </li></ul>
  12. 12. How can I sell to these crazy-busy people?
  13. 14. SNAP Factors S imple Complex A ligned Irrelevant i N valuable Ordinary P riority Nicety Snapping Point
  14. 15. <ul><li>SNAP! </li></ul>
  15. 16. <ul><li>What’s Tempting? </li></ul>SNAP Rule #1: Always Align
  16. 17. SNAP Rule #2: Focus on Priorities
  17. 18. SNAP Rule #3: Be iNvaluable
  18. 19. <ul><li>SNAP Rule #4: Keep it Simple ! </li></ul>Get four free sales resources at www.SnapSelling.com
  19. 20. <ul><li>15% of execs say that meeting with salespeople met their expectations </li></ul>Forrester Research <ul><li>7% of these execs say they schedule follow up meetings with these people. </li></ul>
  20. 21. Pay the Price of Admission Get four free sales resources at www.SnapSelling.com
  21. 22. <ul><li>For more info …. </li></ul>www.SnapSelling.com NEW May 2010 <ul><li>Download 2 chapters </li></ul><ul><li>Four free resources </li></ul>
  22. 23. | SLIDE : Social Selling University is not like social media courses which are typically designed for marketing departments. Social selling is a series of content that is being developed around how social media can be used to identify new opportunities and engage customers/prospects in social networks they spend the most time in. LinkedIn, Twitter, blogs and other social networks are filled with people asking for advice on products and looking to engage with friends, peers and experts to make intelligent buying decisions. This is where the opportunities are being created and sales people need to be part of those conversations. ### Social Selling University is brought to you by InsideView a Sales 2.0 leader, bringing intelligence gained from social media and traditional editorial sources to the enterprise to increase sales productivity and velocity.  We were founded in 2005 by pioneers of the SaaS, CRM and Content industries to take advantage of the convergence of social media and enterprise applications.

×