I consistently see companies unable to get meetings. I consistently see that relationships are the easiest way to get meetings. I consistently see sales people and business owners letting their relationships wither.
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If you didn’t believe that we humans are connected before COVID-19, you should now.
As you know, the virus has been transmitting itself exponentially through populations around the world. The only thing that has slowed its progress has been implementing some form of social distancing.
Social distancing is all about breaking the social network.
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Data from Bloomberg’s economists say we are in a recession.
We’re starting to get familiar with how our lives are affected by the health issues inherent in this COVID-19 crisis but the economic consequences are just kicking in.
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It’s definitely not easy being in sales right now.
Deals are stalled in pipelines. People are putting off decision-making until the “end of the crisis”. Some accounts are taking it on the nose.
It’s also a very “human time”.
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I have had conversations with sales executives in the past where we came to an interesting conclusion: it would help them sell more if they were an expert.
Seems to make sense right? If you were an expert, wouldn’t it help you sell more?
But maybe a little voice might be saying in the back of your head, “I’m not an expert”. Well, good news. Anybody can become an “expert” these days.
Due to tools like blogging everyone can publish. And not only that, everyone can get their word out too. So if you can write, have something reasonably interesting to say, you can publish it and can the word out so some people read it. You are an expert.
An even if you cannot write to save your life there are other tools available to you to be an expert. If you can speak, you can start speaking at events – online (webinars) or offline (physical events). There are plenty of people looking for speakers (I know, I’ve run plenty of events in my time as well as been a speaker). Again you just need something reasonably interesting to say and the ability to market it. You can also get into podcasting or video.
What’s the point? Well, think about how people feel about buying from an “expert” versus a “sales person”.
Credibility is one of the key factors in selling. We all try to “sniff out” if someone is credible. If you are perceived by your prospect as an “expert”, much of the discussion of credibility (perceived risk for the buyer) will dissipate. It will make your prospecting and closing of deals much easier.
I’ve seen that happen for us over the years that I have been blogging. And it accelerated when I started combining my blog posts with those of already “recognized experts”.
So how about becoming an expert?
Sometimes it pays to do what is “out”.
Social selling has become synonymous with technology. Many definitions make it all about using social media to sell.
But I think social selling is about being social and actual human beings do more than just hang out on social media platforms. [Read more…]