If there is one idea you take from social selling to pass for sales training to your sales reps in 2014 – MAKE IT THIS ONE!
The problem your reps are having:
The buyer is going Black Ops dark on your sales reps during the proposal-to-close phase of the buying process. What was supposed to be “they asked us to call them next week” turns into “I’ve been calling them for 6 weeks, with no response!”
How your sales reps are traditionally reacting to it:
What are you going to do about it?
Teach them the “Deadzone,” a hellish period in the buying process where there’s an uncomfortable silence from the buyer. Guess what, it’s going to happen. The question is, are your sales reps going to be PESTS or INFLUENCERS?
Overcoming this issue requires your sales reps to find great content, and matching ideas to help the buyer in their very specific stage of their buying process.
What tools can your sales reps use to find this content?
1. Your company blog, if you’re doing a proper job
3. LinkedIn Publishing (Articles)
What could the end results be?
Ask yourself, “Are my sales reps sharing content with buyers all the way through the sales process?”