Essential Social Selling Training (I Don't Want You To Get Left Behind...)

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Want to know the exact social selling training you need to implement right now to win in B2B sales?

Keep scrolling as we’ve one of the worlds leading experts on the matter laying out his playbook…

Daniel Disney is a sales expert on a mission to help everyone working in sales learn how to successfully sell on social media.

--Social Selling Training Isn’t Just Useful, It’s Essential --

Dan believes that now is the time that everyone should be jumping into the worlds of social selling -“In my honest opinion I don’t think that there is anyone that shouldn’t be using social media”.

There is pleanty of data on this too. Social Sellers are 51% more likely to hit their sales quota, attract 45% more opportunities and outsell their non social selling counterparts by 78% according to LinkedIn data.

-- Start More Conversations --

The biggest misconception about social selling right now is that it’s all about liking, sharing and promoting other peoples content. This alone will have zero effect on you smashing your sales target right now.

We’re living in the golden age of B2B selling because for the first time in history we can literally strike up a conversation with almost anyone. Dan agrees wit this -“The biggest thing that people just are not doing right now is just starting conversations”.

The goal here is proactive conversations that are not cold.

When you cold call an individual, you’re interrupting them and you’re taking up their time before they’ve agreed to spend it with you. You’re pissing them off 9 times out of 10!

That is why I don’t share my mobile number with anyone that I’m not already doing business with. If I’m doing that now, you bet anyone with significant budget that you’re trying to sell to will be doing the same in the near future.

The beauty of social media is that our prospects are already out there, having publish conversations and all we have to do is join in.

-- How To Start Sales Conversations On Social --

Dan uses the acronym “SALES” ti outline the process of having engaging, relationship building conversations over social media.

1) Solve Problems

Your potential customers are not looking for a new Facebook friend or someone to swap cat photos with. They’re looking for people who can solve their business problems.

If you’ve been selling for any amount of time you have a unique and fascinating skill set. This coupled with your domain knowledge in a very specific industry vertical means that you’re perfectly set up to solve problems.

Identify when people are struggling and simply offer to help.

2) Ask Questions

If you’re not pitching or closing you’re asking questions.

The ability to ask incredible discovery questions separates you from the competition who are spending most of their days banging on about discounts and begging for business.

Here are a few examples of astounding discover questions –

What happens at the office each day that knocks the smile off your face?

Why hasn’t it been addressed before?

Have you purchased a similar product before?

What’s your purchasing process?

Say you had no budgetary restrictions, what kind of changes would you like to make happen?

What happens if you don’t solve your problem?

3) Listen

Ask questions, listen to the answers and don’t give out recommendations until the is conversation in full flow.

Nothing looks less congruent when social selling than someone proclaiming that they’re an “industry expert”, asking one question and then throwing their product in the face of a disgruntled potential buyer over a Linkedin message.

4) Empathise
No one will listen or take action on your solutions if they don’t feel they’re on the same “wave length” as you are.

You need to use empathy and emotion intelligence to show the people you’re speaking to that you really do understand them.

This is one area in which social selling training usually goes tits up. You can’t just hide being a screen. You can’t just copy and paste messages or blindly like and thumbs up other peoples content.

To build this trust and rapport you need to be a real human being. For some reason, in the internet age, this is becoming more and more of a differntiator amung sales professionals.

5) Share Knowledge
Nobody wants to hear features and benefits. There are no special snowflake exceptions to this rule.

That stuff all comes after the individual that you’re social selling has bought into you personally on an emotion level.

You don’t need to be getting down on one knee and thrusting the manky ring your grandma gave you for your “moment” in their face but they’ve got to want to hear what you’re saying.

You’re a professional. They’re hiring professionals to help with things all the time!

As long as you don’t pitch them, they’re going to love getting off social, on the phone and listening to what you have to say.