Do you think of LinkedIn as just a forum for getting a new job? Then you’d be wrong. Imagine one of your clients let you have access to their contact list so that you could pick out the people you wanted to connect with. That’s exactly what LinkedIn does. It’s a business and employment-oriented social networking service that helps people connect with each other and it’s an essential tool if you’re a sales professional.
Rapport is all about highlighting common interests and establishing a mutual feeling of friendliness. When people like each other they engage with each other, which is why quickly building rapport is a key sales skill.
B2C purchases are usually quick and rarely involve much commitment. You are probably offering a product / service that can be purchased online, shipped to their doorstep or virtual doorstep. Simple. This means that you can successfully get a sale after only one interaction. However if used smartly, one powerful social media post could be enough to boost your sales.
Being in front of customers is the single most important part of any salesperson’s day, but don’t overlook investing time managing your sales pipeline. Most organizations don’t make the most of this activity – wasting time forecasting rather than using their pipeline as a management tool to improve sales performance. So, how can you become a sales pipeline master?
Do you who loathe cold calling? Do you fear the rejection it can bring? Using the phone in sales is only difficult for people who use outdated approaches. It’s time to get smart and start smart calling.
In a study conducted by IBM of over 4,000 companies it was identified that employees who felt they weren’t being invested in, and therefore couldn’t meet their career goals in their current organization, were 12 times more likely to consider leaving. And that’s only the start of the problem. Poor employee retention leads to increasing recruitment costs for your organization and creates unstable working environments where employees feel disengaged and lack motivation. So instead of asking whether you can afford to invest in employee training; ask yourself whether you can afford not to.
Influence is just effective communication. Great salespeople have an enormous capacity to influence and persuade others – and it’s a skill you can learn and develop over time.
What goals have you set yourself to achieve this year? And are you on track to achieve them? If not, maybe the goal wasn’t the right goal for you. Read on to find out how to set goals for success and why the ISMM (Institute of Sales and Marketing Management) is your ideal partner for reaching your goals.
Field sales has always been a core part of any sales strategy. The paper road map may have changed to a sat nav and the paper address book may have changed to a comprehensive Customer Relationship Management (CRM) system but field sales is still fundamentally the same. It provides the human element to any sale and being face-to-face with your prospect guarantees quality time without distractions. Use that time wisely and you’ll reap the rewards.
If you’re a regular LinkedIn user you’ve probably noticed there have been quite a few changes this year; following Microsoft’s acquisition of the company for $26.2 million in 2016. There’s more to the makeover than just a cleaner look – there have been some changes in functionality too. So is it still the best sales weapon out there?