Social Selling

You read that right! Your buyers are prospecting you now. As much as you’re prospecting them, they’re also prospecting you.

Whereas you had access to information before, that’s just no longer the case. And here’s the deadliest part in all of this: your buyer is doing this out in the open. You’re just not aware of it. You’re too busy cold calling, e-mailing and going to happy hours to notice!

Blurred Lines

10 years ago there were clear lines in the sand about what the buyer did and what the seller did. Those lines (and roles) are now blurred. Sales people have always prided themselves on being “hunters”. But now, ask yourself honestly, who’s the hunter?

The beauty of social media is that the buyer can do so much and so quickly. Information is available at the speed of fiber today. So today, the prey can become the hunter simply by choosing to spend their dollars with the ones that add value.

Don’t Get Punk’d Disrupted

We all know that we’re living in an age of complete disruption. Technologies, markets, industries, processes, business models, products, services, etc. are all being disrupted. Even the sales process is being disrupted! It’s no longer about our sales cycle; it’s now clearly about the buyer’s journey.

This is fueled by technology but also a change in mindset. The simple act of asking “why” has allowed all of us to explore newer, better and faster ways of doing everything. Our buyers are fully taking advantage of this.

If you were a buyer, wouldn’t you want access to information when and how you wanted it?

And this is why buyers want to prospect us. They want to see what we’re about, if we can believed, trusted and recommended.

What is Social Selling

Why Is This Happening?

Buyers are looking at us under a microscope because they need to ensure that they’re doing business with someone they can get along with. But, quite frankly, they’re doing this also because they can.

When social media is used in the buying journey, the choices for business partnerships become abundant. Companies and sales reps become commoditized. And this my friends, is the greatest danger with access to information.

When I say “buyers are prospecting you” it’s not just about the buyer’s access to information, it’s about their ability to commoditize us.

Do you want to be a commodity?

The Bottom Line

The good news is that buyers will always need someone to help guide them in their buying journey. Especially complex journeys with products and services that are difficult to navigate. For you to stand out today, you have to be willing to provide value upfront and at all times.

Starting to use social media in your sales process gives you a chance to equal the playing field. Yes, it will take time. No, it’s not a silver bullet.

If you need help on when and how to start, contact me below. I can share some great resources with you to help you on your way.

Remember, social selling isn’t difficult; it’s just different.

Amar Sheth

CTA

9 Step Thumb10 Step Book

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.