Sales cycles are getting longer

More and more stakeholders are involved in buyer teams

When it comes to those buyers getting together to make a decision

Things get complicated

The buyers have all been out on social media to research

They have decided in their own minds the supplier they want

You can imagine this is a nightmare trying to get consensus

Which is why decisions just take longer and longer

So how as a salesperson do you shorten the sales cycle?

One way is to be the natural choice

How do you do this?

First you need a buyer centric profile on LinkedIn

A profile that sets you apart and one that buyer will see you as a person that can help them

Next you need to be connected to as many of the stakeholders in that company

Don't forget, if your not connected you are invisible

You then put out a selection of interesting and authentic content

Your competition will be putting out brochures, white papers and case studies

You need to be different

Help you buyer, solve their problems

By “waving” at them everyday, you will be the natural choice

They will come to you ahead of your competition 

You can then close the business ahead of your competition

As there is no competition, you will keep your margins up  

Want to know more about social selling, check out my new book

"social selling techniques to influence buyers and changemakers - 2nd edition".

In this brand new edition, I have updated all the text, I have also got 15 practitioners, so people who are doing this already to explain how they are get (practical) business benefit. From the CEO that has been running a digital business for over 18 months to sales leaders who use social selling every day.  

Articles on how these business have and are implementing digital, from Mercer, Telstra Purple, Ring Central, Cyberhawk, Namos, Ericsson, DLA Ignite and more.

What does Mark Schaefer, Marketing guru think of the book "social selling - techniques to influence buyers and changemakers - 2nd edition"? watch the video here

It's available on Amazon worldwide.  Link to Amazon.com here and Amazon.co.uk here.