Buyers perceive sales people as untrustworthy. Fortunately, with the internet and social media, you can create a blank slate for yourself.
If you’re in sales, you need to read this.
What do you sell? Seriously, ask yourself what you sell. Do you work for a company that sells technology, cloud, telecom or financial services? If so, you may think you’re in that business.
But, I’m humbly submitting to you today that you’re not. In the eyes of the buyer, you’re in the GAME BUSINESS. You’re in the business of playing games. Buyers typically think that most sales people are playing games. Even if they’re not saying it to you openly, behind closed doors there are snickers, jeers and general comments about how untrustworthy a sales person is.
Our Reputation Precedes Us
If you were able to hear what buyers say behind closed doors, would you? Could you handle it? My goal here is not to sound condescending, but to really air out some dirty laundry in public. I think it’s time we were all honest with ourselves.
The goal of sales people should be to help, assist and add value. We need to play more of a consultative role rather than a typical sales guy or gal role.
This does not (I repeat does not) mean that you don’t prospect, and do all the typical things required for proper business development. It just means that the buyer has to be fundamentally placed in the center of your universe.
With internet and social media, buyers are now fully armed with information, so you can assume they have much more knowledge about what you do than before. Instead of running from this, let’s face facts and accept reality.
The Blank Slate
One of the biggest advantages of this is that you can start with a blank slate yourself. That’s right, once you’re practicing social selling, you can begin to find, engage, educate and nurture buyers with information that matters to them.
If you take the time to learn the etiquette with this new communication medium, you can impress buyers with your knowledge much more compared to a typical cold call. If you’d like to showcase your knowledge and expertise, what better way is there to do this than by sharing it through helpful content with your buyer?
The Bottom Line
If you’d like to fundamentally change the way buyers react to you, then it’s time you gave social selling a try. This isn’t rocket science but it does require some practice around putting it into play.
The main thing is that every sales professional has an opportunity to provide value and education to the buyer as never before. How cool is that?