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Wifi:
Ceilis Public
irishnet1

Social Selling Intensive
#SocializedCamp @CeilisVan
With @ShaneGibson
Social Selling Intens...
R.O.I. Personal Assets
Spend

Time

Invest

Energy
Ability
Money
Reputation
Short Term / Long Term / Joy
Social Selling In...
The A B C’s of Targeting
CATEGORY
High Yield
& Larger
Investment

USERS
RETAIN

DEVELOP

NON-USERS
REGAIN

A
Absolute

GAI...
Sales Conversion Ratio
(100 Competitor’s Clients Converted)

Calls

Converted

Percentage

1st

2 of 100

2%

2nd

3 of 98...
Targeting Criteria Examples
• Number of staff that work for the company
• The volume of income that company
generates annu...
Targeting Criteria Examples
• Organizational attitude toward education,
development and training
• Number of locations out...
Targeting Criteria Examples
Individual
•
•
•
•
•
•
•

By industry
Geography
Stage of Career
Stage of Life
Age of children
...
Targeting Criteria Examples
Individual
•
•
•
•
•
•
•
•

Referral or influence power
High value buyer
History of purchases
...
Criteria
1.

Potential Funds to Invest
A. $300,000 +
B. $50,000 - $299,999
C. Under $50,000

2.

Cycle of Life
A. Married ...
Criteria Continued…
3.

Geographic Location
A. Vancouver (within 30 minutes from home or office)
B. Metro Vancouver (more ...
Criteria Continued
5.

5.

Financially Responsible
A. Very
B. Somewhat
C. Impulsive, Bad Credit, not a planner at all
Leve...
Criteria Continued
7.

Profession, Occupation, Job Position
A. Graduate & professional people, senior executive, successfu...
Retain Strategy
•
•
•
•
•
•
•

Pro-active servicing
Incentives for loyalty
Special treatment
Frequent contact
Relationship...
Retention Facts
In banking, a 20 Year customer is
worth 85% more in profits than a 10
year customer
In most businesses, bo...
Relationship Building Model
Time
Frequency
Length

=
=

+

Genuine
Assistance (TLC)
( Entertainment)

Relationship
Commitm...
Retain Strategy – Risk List
•
•
•
•
•
•
•
•
•

Political differences between two companies
Poor service
Competitors are ag...
Develop Strategy
• Needs analysis
• Add-on, up selling and cross sell
strategies
• Pro-active selling & servicing
• Relati...
Regain Strategy
Renewing of the relationship strategies
• Presenting something new
• Correcting situations and being humbl...
Gain Strategy
• “Be seen” where these potential clients are
• Utilise frequency of contact and be of real
help
• Build a f...
Corporate
Group

A

Page

Most Wanted List

1 of 1

Date :

Product : Social Selling System

Main Criteria :

50 or more s...
Successful Sales and Personal
Marketing
“Creating an environment where an
act of faith can take place.”

Social Selling In...
Credibility
• Being seen as a peer and business person not
simply transaction focused.
• Asking intelligent questions
– Do...
In Most Transactions
“If two people do not like and
respect each other ... the details
won’t
matter because there probably...
Myth
“Use relationship
skills
to get the deal”

Today’s Truth
“The relationship
is the deal!”
Social Selling Intensive

@S...
What “do you” or “would you”
expect, or want, from
someone close to you in a
long term relationship?
e.g. Spouse, signific...
What do you expect or want in
your own personal banking
relationships for you to be
very happy in the long term as
a custo...
The 5 Relationship
Development Stages
A Stranger

An
Acquaintance

An
Associate

A Friend

A Best
Friend

1.
Attraction
St...
The 5 Relationship
Development Stages
Potential
Supplier

Short Term
Supplier

Developing
Supplier

1.
Attraction
Stage

2...
Frequency Selling (Data Base)
Reach 50 of the Right Potential
Clients
20 Times with the Right Methods
Rather than
1000 Pot...
Sales Conversion / Retention
Ratio
(100 Competitor’s / Our Clients Converted)

Calls

Converted

Percentage

1st

2 of 100...
Why Frequency Works
• 48% of all sales people make one call and
after a solid “NO” from a potential client they stop calli...
Primary Tools
• Personal sales calls
• Personal lunches / dinners / etc
• Invitations to functions and
events
• Co-inciden...
Secondary Tools
•
•
•
•
•
•

Team member contact
e-mail
Text
Twitter, Facebook, Linkedin,
Personal thank you’s
Gifts or pr...
Other Tools
•
•
•
•

Congratulations
Greeting Cards
Post Cards
Articles written by you or articles of
interest
• Your/Comp...
Social Selling Intensive

@SocializedTeam
© (Sales Models and Process) Bill Gibson and Shane Gibson
Social Selling Intensive

@SocializedTeam
© (Sales Models and Process) Bill Gibson and Shane Gibson
“I have never heard
someone listen
their way out of a
deal…”
- Zig Ziglar

Social Selling Intensive

@SocializedTeam
© (Sa...
Needs Analysis Approach
•
•
•
•
•
•

Forces you to listen
It makes the client think and explore
Pertinent questions are no...
Needs Analysis Approach
• Really get to know their
Likes

Problems

Objectives

Dislikes

Achievements

Values

Fears

Dre...
The Power of Interviewing
Questions
• If they are asked correctly, 80 % of
your vital information should come
from 20% of ...
The Power of Interviewing
Questions
• Intelligent questions:
– Demonstrate you are a professional
– Show you are competent...
The Needs Analysis
Questionnaire
In the
beginning

General Standard
Easy Questions
More focused
opinions that begin
to tel...
Remember When Asking
Questions
• The use of a mixture of types of questions
will make it more comfortable for the
client, ...
Upcoming SlideShare
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Social Sales Training Intensive Part 1

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Published on

Social Sales Training Summary:

The Social Selling Intensive is an in-depth results focused program that will help you integrate social selling strategies with winning sales processes used by leading sales organizations globally.

• How to target the right client (online and offline) to maximize your return on sales efforts
• How to use social media and Social CRM to find new business, amplify your personal brand and improve your career prospects
• Step-by-step processes for using LinkedIn, Facebook and Twitter to unlock business networks and beat the competition
• Powerful questions that help you close more and larger deals
• How to beat the competition with relationship selling
• 13 proven strategies to becoming a master networker

Published in: Business, Education
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Social Sales Training Intensive Part 1

  1. 1. Wifi: Ceilis Public irishnet1 Social Selling Intensive #SocializedCamp @CeilisVan With @ShaneGibson Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  2. 2. R.O.I. Personal Assets Spend Time Invest Energy Ability Money Reputation Short Term / Long Term / Joy Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  3. 3. The A B C’s of Targeting CATEGORY High Yield & Larger Investment USERS RETAIN DEVELOP NON-USERS REGAIN A Absolute GAIN Pro-active & High Relationship Selling B Beneficial Lower Yield & Smaller Investment Passive & Lower Relationship Selling C Convenient D - Detach Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  4. 4. Sales Conversion Ratio (100 Competitor’s Clients Converted) Calls Converted Percentage 1st 2 of 100 2% 2nd 3 of 98 3% 3rd 4 of 95 4% 4th 10 of 91 10% 5th & Onward 81 of 81 81% “It could take 25 calls to convert # 81” Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  5. 5. Targeting Criteria Examples • Number of staff that work for the company • The volume of income that company generates annually • Number of staff in a particular division • Business stage or cycle • Web presence Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  6. 6. Targeting Criteria Examples • Organizational attitude toward education, development and training • Number of locations outlets • Their geographical location • Familiarity with our brand • Access to senior executives • Industry/sector Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  7. 7. Targeting Criteria Examples Individual • • • • • • • By industry Geography Stage of Career Stage of Life Age of children Need for our offering Financial situation or access to finance Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  8. 8. Targeting Criteria Examples Individual • • • • • • • • Referral or influence power High value buyer History of purchases Time commitments or availability Decision making style External Influences Career Aspirations Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  9. 9. Criteria 1. Potential Funds to Invest A. $300,000 + B. $50,000 - $299,999 C. Under $50,000 2. Cycle of Life A. Married with or without dependants and / or Within 10 years of retirement B. Single with responsibility – dependants C. Single and no responsibilities Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  10. 10. Criteria Continued… 3. Geographic Location A. Vancouver (within 30 minutes from home or office) B. Metro Vancouver (more than 30 minutes from home or office) C. Outside of Metro Vancouver 4. Acceptability and/or Natural fit (Relationship, Culture, Gender, Social Styles, Politics, Ethics) A. Easy to approach/Excellent natural fit B. Somewhat easy to approach/Some fit C. Awkward to approach/Not a good fit Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  11. 11. Criteria Continued 5. 5. Financially Responsible A. Very B. Somewhat C. Impulsive, Bad Credit, not a planner at all Level of Maintenance Needed: A. Busy, calls for updates/with questions once in a while, tends to followthrough on mutually agreed upon strategies. Light monitoring of portfolio. B. Calls us with quite a few questions, is somewhat in-decisive at times, does value our opinion most of the time. Regularly checks their stocks and investments. C. Lots of spare time, calls us constantly, changes their mind and investment strategy a lot. Usually second guesses us, doesn’t value our time. Full time job is to make sure we’re on track. Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  12. 12. Criteria Continued 7. Profession, Occupation, Job Position A. Graduate & professional people, senior executive, successful entrepreneur, realtors, public figure, producers etc. B. Middle manager, supervisor, trades person, small business owner, teacher, civil servant, C. Support staff, admin staff, clerical workers, etc. Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  13. 13. Retain Strategy • • • • • • • Pro-active servicing Incentives for loyalty Special treatment Frequent contact Relationship building Some developing Close monitoring Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  14. 14. Retention Facts In banking, a 20 Year customer is worth 85% more in profits than a 10 year customer In most businesses, boosting retention by 2% has the same effect on profits as cutting costs by 10% Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  15. 15. Relationship Building Model Time Frequency Length = = + Genuine Assistance (TLC) ( Entertainment) Relationship Commitment from Both Parties Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  16. 16. Retain Strategy – Risk List • • • • • • • • • Political differences between two companies Poor service Competitors are aggressively pursuing them Turned down for finance etc. Unhappy with price, rate or policy Hasn’t been visited for quite some time Change in their management Change in our sales representative handling them Not enough personal attention Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  17. 17. Develop Strategy • Needs analysis • Add-on, up selling and cross sell strategies • Pro-active selling & servicing • Relationship marketing • Special Treatment • Frequency of contact Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  18. 18. Regain Strategy Renewing of the relationship strategies • Presenting something new • Correcting situations and being humble where the relationship ended due to problems • Frequency of calling • Making them part of the VIP strategy once they are on side Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  19. 19. Gain Strategy • “Be seen” where these potential clients are • Utilise frequency of contact and be of real help • Build a funnel through social media engagement • Treat these potential A-group clients as if they are already a heavy user of your services • Utilise your network for introductions and referrals • Continual prospecting (CCIC) • Be a “pro” at rapport building • Be unique Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  20. 20. Corporate Group A Page Most Wanted List 1 of 1 Date : Product : Social Selling System Main Criteria : 50 or more sales people in the company. Person/company responsible for handling training for the company. Secondary Criteria : Actually changing from passive to pro/active marketing and selling. Invests more than 100,000 annually in sales training. Volume – 50 million annually/person/company excellent contacts Heavy Users Retain Ford ACL CMA CGA Corning Light Users Develop Liberty Life – SA Sage Life – SA Homenet – SA Wakefileds – SA Max Prop – SA Aida – SA Fraser Real Estate – Canada Sask Ins Corp - Canada Justin – Avon – SA NBS Bank – SA First National Bank – SA IBM Sales Person : Shane Gibson Non – Users Regain Seaboard Management Recruitment – USA Triple A Employment – USA Remax – Canada Ind Ins Agents of Michigan Toronto Dominion Bk – Canada Royal Bank – Canada C/B of Canada Hong Kong Bank of Canada California Credit Union League Social Selling Intensive Non – Users Gain Sanlam – SA Old Mutual – SA Fedlife – SA ABSA Brokers – SA Century 21 – Canada SA Breweries Douglas Green Persetel Mecedes - SA Toyota - SA @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  21. 21. Successful Sales and Personal Marketing “Creating an environment where an act of faith can take place.” Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  22. 22. Credibility • Being seen as a peer and business person not simply transaction focused. • Asking intelligent questions – Doing our research – Having a “natural” process for needs analysis • Being passionate and confident in: • • • • Our self Our company Our industry Our solution • Keep Commitments Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  23. 23. In Most Transactions “If two people do not like and respect each other ... the details won’t matter because there probably won’t be a transaction” Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  24. 24. Myth “Use relationship skills to get the deal” Today’s Truth “The relationship is the deal!” Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  25. 25. What “do you” or “would you” expect, or want, from someone close to you in a long term relationship? e.g. Spouse, significant other, boyfriend, girlfriend, son, daughter, business partner Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  26. 26. What do you expect or want in your own personal banking relationships for you to be very happy in the long term as a customer? Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  27. 27. The 5 Relationship Development Stages A Stranger An Acquaintance An Associate A Friend A Best Friend 1. Attraction Stage 2. Exploration Stage 3. 4. Commitment Stage 5. Unity Stage Flirtation A Few Dates Development Stage Steady Dates Engagement Social Selling Intensive Marriage @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  28. 28. The 5 Relationship Development Stages Potential Supplier Short Term Supplier Developing Supplier 1. Attraction Stage 2. Exploration Stage 3. Watching Testing Development Stage Bonding Trusted Long Term Supplier Trusted Advisor & Partner 4. Commitment Stage 5. Unity Stage Trusting Social Selling Intensive Entrusting @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  29. 29. Frequency Selling (Data Base) Reach 50 of the Right Potential Clients 20 Times with the Right Methods Rather than 1000 Potential Clients ONCE Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  30. 30. Sales Conversion / Retention Ratio (100 Competitor’s / Our Clients Converted) Calls Converted Percentage 1st 2 of 100 2% 2nd 3 of 98 3% 3rd 4 of 95 4% 4th 10 of 91 10% 5th & Onward 81 of 81 81% Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  31. 31. Why Frequency Works • 48% of all sales people make one call and after a solid “NO” from a potential client they stop calling • 25% make two calls and stop • 15% make three calls and stop • 12% make three calls and continue. These people are responsible for 80% of all sales – Social Selling Intensive National Dry Goods Assoc. USA @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  32. 32. Primary Tools • Personal sales calls • Personal lunches / dinners / etc • Invitations to functions and events • Co-incidental encounters • Telephone calls • Web conference / Skype / Hangouts Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  33. 33. Secondary Tools • • • • • • Team member contact e-mail Text Twitter, Facebook, Linkedin, Personal thank you’s Gifts or promotional items Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  34. 34. Other Tools • • • • Congratulations Greeting Cards Post Cards Articles written by you or articles of interest • Your/Company blog posts • Curated relevant content • Endorsements Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  35. 35. Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  36. 36. Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  37. 37. “I have never heard someone listen their way out of a deal…” - Zig Ziglar Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  38. 38. Needs Analysis Approach • • • • • • Forces you to listen It makes the client think and explore Pertinent questions are not missed It leads the client Sufficient information is gathered Sales points are suggested and tied to the answer • Adds Value Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  39. 39. Needs Analysis Approach • Really get to know their Likes Problems Objectives Dislikes Achievements Values Fears Dreams Goals Beliefs Challenges Motivations No fit = referral = credibility = referral Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  40. 40. The Power of Interviewing Questions • If they are asked correctly, 80 % of your vital information should come from 20% of your questions • The other 80% help to build flow and rapport Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  41. 41. The Power of Interviewing Questions • Intelligent questions: – Demonstrate you are a professional – Show you are competent – Build trust – Prove you are concerned about the client’s needs Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  42. 42. The Needs Analysis Questionnaire In the beginning General Standard Easy Questions More focused opinions that begin to tell a story At the end of the questionnaire Confidential Personal Financial 20 % of the questions 80% of the vital information Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson
  43. 43. Remember When Asking Questions • The use of a mixture of types of questions will make it more comfortable for the client, allowing variation in their style of answering • Some times it is not the words you say when asking questions but how you say it that will determine its effectiveness. Social Selling Intensive @SocializedTeam © (Sales Models and Process) Bill Gibson and Shane Gibson

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