Sales Cycle

One of the most common pet peeves of sales professionals is how long it takes to “close the deal”. I’m sure we’ve all heard stories about how potential buyers move at a snail’s pace once they’ve got what they need from you. When you’ve added no value, what do you expect?

The Dead Zone

After weeks/months of wining and dining, why isn’t your prospect still taking the action? It may be because you’re in the Dead Zone.

The Dead Zone is simply that place that lies in between your last demo/proposal/meeting/RFP presentation/etc. and getting your prospect to pull the trigger. This is one of the worst places to be and we’ve all been there and had varying degrees of success in it.

Calling every week to say “Have you seen my quote?” really doesn’t help either. Because the buyer sees no value in this, your calls will get ignored.

The Biggest Problem with Traditional Selling

Think about it. You started off on the wrong foot. Your persistent efforts of cold calling and begging them to come to your company’s next “road show” event (with bribery of food and drink) worked, but psychologically you and your company came out as the real losers… Right from the get go.

How? It’s because you’ve placed so much importance in the prospect’s mind that he/she feels they’re doing you a favor being there; that you should be running around after them. It’s the difference between a guy who sells Ford cars and one that sells Mercedes. You’d almost be hard pressed to find the latter begging for your business. Why? Because he’s got value and he knows it. You need him more than he needs you.

Think for a moment how the sales cycle would be radically different if both you and buyer came into a potential transaction as equals. Social Selling achieves this.

Social Selling Bridges the Gap

In the world of social selling, your ability to differentiate yourself from the rest of the pack through timely information and understanding is the key to success.

Try these easy tips for next time:

  • Send your prospects thought provoking pieces of content that inspire them.
  • Engage your prospect with similar client success stories and socially surround them with this information.
  • Write an informative blog (or three) that explains your deep level of understanding about why they need your solution and what the ROI could be.

These are just three suggestions. But the goal is to do something over and above your “what did you think of my demo?” call.

They may not be ready, so just nurture them with sharp, relevant content and let them declare their own cards.

The Bottom Line

Social Selling isn’t difficult. It’s different. Try understanding your buyer and why they’re doing the bulk of their research online these days. Prepare for this new reality and start to equip yourself with the necessary know-how on being able to capitalize on this. You can check out our 10 Steps to Building a Social Selling Machine or our 42 LinkedIn Sales Tips to help get you started or feel free to connect with me to discuss using my below calendar link.

Amar Sheth

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:

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”

May 28, 2019 2:04 pm
Let’s Talk Sales!

This Podcast is about the inspirational journey of Jamie Shanks, the CEO of Sales for life who has trained over 100 thousand personnel across various verticals in sales. He provided training in six continents in organizations such as Microsoft, Oracle, American Airlines, and many more! He has also authored highly acclaimed books such as Spear … Continue reading “Let’s Talk Sales!”

May 16, 2019 4:57 am
70% of Your Pipeline from Social Selling? Arzoo’s Story

 I’ve just returned from a successful business trip to Dubai, and while I was there I met up with one of our customers, Arzoo Edroos. Arzoo is an account-based seller for Refinitiv and Thomson Reuters, and we’ve been working with her for the last seven years.