Social Selling With TwitterIn every transaction, there is a buyer and a seller. Who would you rather be?

There is a quantum shift in the way buyers and sellers communicate.

Gone are the days of information asymmetry, outdated sales transactions where one party (usually the salesperson) has more or better information than the other (i.e., the buyer).

Today’s buyer is better informed and better educated about your product or solution before s/he contacts you, the sales professional.

Statistics show that the buyer’s journey can be as much as 90 percent completed before s/he ever thinks about interacting with a sales person.

And for sales professionals, who crave complete control of the buying process, this is a frightening concept.

What can the modern sales professional do? The answer is simple: Be the Buyer.

One of my favorite movies is the classic Caddyshack. It’s actually filled with applicable Social Selling advice, like this:

Simply substitute the word “buyer” for “ball” in the above exchange and you have an actionable Social Selling strategy:

Just be the buyer, Danny.

Just relax, find your center, picture the sale, Danny. Picture it.

Turn off all the sound; just let it happen, just be the buyer, Danny. Be the buyer, Danny.

You’re not being the buyer, Danny.

Well, it’s kind of difficult with you talking like that.

Okay, I’m not talking. Stopped talking. Not talking now. Be the buyer.

Being the buyer means thinking like today’s buyer, who is connected, informed, and impatient.

As a sales professional or vendor, if you are unable to provide your buyer or prospect with the right tools, guides, and information to assist him or her at the right time, and on their terms, you’ve lost your opportunity.

Learn more about effective communication with buyers and how to avoid the proverbial Social Selling lumberyard during our weekly #S4LSocial Twitter chat, which continues every Wednesday at 12 p.m. ET.

To register and join in the discussion, click here.

5 Questions for #S4LSocial – 12 p.m. ET Wednesday, July 16

Q1: What does a buyer really want from a sales professional?

Q2: How can you best deliver value to a buyer on social media?

Q3: What are some buying signals to look for on social media?

Q4: What are some best practices for engaging buyers on social media throughout their buying journey?

Q5: Share your stories (personal or not) of buyer interactions gone wrong.

Kevin Thomas Tully

See you Wednesday at 12 p.m. ET on Twitter at #S4LSocial. For those of you who are new, I moderate the chat and you can find me at @kevinttully.

 

Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

Leave a Reply

Login First!

Related Blogs

Oct 7, 2014 3:18 pm
Twitter Success: How To Score More Sales In Less Than 140 Characters

With more than 500 million tweets sent each day from an average active monthly user base of 271 million people (and growing), Twitter can seem a bit daunting, even for long-time users. But, as the largest source of third-party content in the world, can you afford NOT to join the party? As an endless stream … Continue reading “Twitter Success: How To Score More Sales In Less Than 140 Characters”

Sep 23, 2014 5:29 pm
How to Sell on Social Media: When To Pull The Trigger

The advent of social media has fundamentally and permanently changed the sales process. Given the behavior of today’s buyer, savvy sales professionals increasingly turn to social platforms as a healthy source of potential prospects. Gone are the days of information asymmetry, outdated sales transactions where one party (usually the salesperson) has more or better information … Continue reading “How to Sell on Social Media: When To Pull The Trigger”

Sep 16, 2014 4:16 pm
What To Do When Your Content Cupboard Is Bare?

It’s not just a bad dream – the type where you wake up in a cold sweat, heart pounding, with a feeling of impending doom. When your content cupboard is bare, you feel naked and exposed before your audience. For sales professionals, the content equation can seem both uncomfortable and overwhelming at times. Content is … Continue reading “What To Do When Your Content Cupboard Is Bare?”

Sep 9, 2014 3:42 pm
Vanity Metrics vs. Real Social Selling KPIs – Avoiding Fool’s Gold

One should never establish any program or initiative unless the outcome can be measured. But, what happens when the metric is unreliable? A common challenge facing industry professionals today is measuring the ROI of social media. Unfortunately, conventionally accepted methods rely upon faulty logic and reasoning and ultimately provide nothing of true value. Metrics must … Continue reading “Vanity Metrics vs. Real Social Selling KPIs – Avoiding Fool’s Gold”