Sales TrainingIf 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:

Handling the Deadzone

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
2. Twitter
3. LinkedIn Publishing (Articles)
4. YouTube

What could the end results be?

Overcoming the Deadzone

Ask yourself, “Are my sales reps sharing content with buyers all the way through the sales process?”

9 Step Thumb10 Step Book Jamie Shanks Social Selling Talks

 

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

Your email address will not be published. Required fields are marked *

Related Blogs

Sep 20, 2019 1:04 pm
Social Media for Sales vs. Social Selling: What’s the Difference? [Infographic]

For years, the above has been a recurring question that I’ve received from sales executives, business owners, and sales leaders. They often misunderstand the word ‘social’ in ‘social selling’ by connecting social media with what their children do on Facebook, Snapchat, and Instagram, instead of correlating ‘social’ as a mechanism to do two important things:

Sep 18, 2019 1:00 pm
You’re Buying People’s Knowledge, Not Just a Training System

I was recently on a call with a prospective customer working on a global project scope, and they asked me a question that made me stop and think.

Aug 30, 2019 1:00 pm
Train The Trainer: What Most Sales Enablement Strategies Are Missing

After seven years of working with 350-400 customers, it recently dawned on me that there’s a fundamental flaw in the sales training industry. For context, consultants like us typically go into market and provide sales leaders with basic training on how to be a coach of modern, digital sales skills. We then train the sellers … Continue reading “Train The Trainer: What Most Sales Enablement Strategies Are Missing”

Jun 30, 2019 4:00 pm
Just-in-Time Coaching (Not Only Just-in-Time Learning)

When I was doing my Master’s degree in Australia, I quickly learned that an MBA program is different than an undergrad program because you learn most of the content from your peers and discussion. This is in contrast to doing an undergrad degree, which is centered more on asynchronous learning. In an undergrad program, you … Continue reading “Just-in-Time Coaching (Not Only Just-in-Time Learning)”