Article written by Jack Kosakowski.
On a consistent basis I talk to struggling sales reps.
Every one of them asks me the same question… “What can I do to get started with social to help elevate my sales?”
Of course, I want to give them 453 ways social can be used to effectively move the needle.
The one thing that I’ve started to realize is the power of simplicity when speaking with other sales reps.
Just like buyers, sales professionals are confused.
They are confused as to what their sales process should entail. Should they cold call, email, social sell, or go to events. What technology should they use? How should they prospect? Should they build a personal brand… I could go on and on, of course.
Over time, I found that my conversations with sales reps became too in-depth, and I was adding to their information overload.
My conversation has shifted in the way that I articulate the power of social at the most basic level.
Social has essentially impacted my quota by this one simple concept… CONNECTING!
Social connectors have no immediate motive. They just love to connect! They are proactive versus reactive when they think about sales. They don’t look at people as “buyers” or “prospects.” They look at it as another human they are connected to… Nothing more… Nothing less.
Social connectors think value versus ask always. They understand a connection is only as good as the value they give each and every time they connect. They instinctively and creatively drum up ways they can add value without the connection even asking them for anything. They are value connoisseurs.
Social connectors talk in terms of “we” not “me.” They look at collaboration as the only way to win. They see the future and vision of how “we” can both benefit from the connection long term. They focus on the individual and understand the value of selling everything except their product until it’s the proper time.
Social connectors understand that connecting is the key to learning. They listen and value new ways of thinking. They don’t judge and go into every connection with an open mind. They use curiosity as a way to be better in all aspects professionally and personally. They understand how to ask for help from their connections and look to their network for solutions.
Social connectors understand the importance of keeping the conversation alive. They connect and proactively plan to do this. They understand that connecting is just the beginning of a long-term conversation. They are spontaneous and are always looking for ways to strengthen the connection over time. They are never too busy for their network. They think people first always and product when appropriate.
Social connectors understand people, business need, and timing at the highest level. They understand when it’s time to add value as it relates to fixing a business need. They aren’t afraid to be confident, consultative, and ask for the business if it’s in their connections’ best interest. They are also not afraid to always do what makes the most business sense for their connections, even if that isn’t what benefits them.
Social connectors understand how to weed out value connections versus noisy connections. They don’t connect and stay connected if the connection is more harm than value. They never fluff reality and stay transparent with every connection. Connections run most of their day, so they are smart with which connections have a vested interest over time in collaboration.
Connecting is the simplest form of conversation.
Conversation is the way that opportunities start.
Value is the way that opportunities are won.
Sales follow value.
Keep social simple.
Get connected, give value, sustain conversation, fix a business problem, and ask for the sale when it’s the right time… You tell me if sales will follow!
This article was originally published on Jack’s website.
About the author: Jack Kosakowski
Jack is known for leading the charge in sales innovation. He has a proven track record of working with top organizations to help them integrate social into their traditional sales process.
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