One of the things that still amazes us is the need by individuals to make sales hard. They hang onto the past like a comfy blanket, sucking their thumb on the messages from the gurus from the past cranking out the same old same old.
Let's not forget, the big cold calling conference, was launched on social. Yes social. If cold calling worked, they would have run me up about it. The problem with calling me up as every cold calling guru knows is that it wouldn't work.
(I have iOS13 and all cold calls go through to voicemail automatically.)
Here at DLA Ignite we are the only company to have created a social selling program that builds in mindset change and habit change. Plus gives you an extra 30% of revenue and shortens the sales cycle by 40%. How cool is that!
So what's this about selling at C-Level.
Social selling also allows you to do this as there are no gatekeepers, no GDPR, no CCPA, no voicemail .... you just go straight to the person.
But that's just me saying that .... let's get Steve Rafferty, Sales Leader from RingCentral tell you all about it.
#TimTalk @raffsteveraff Explains the Business Case for Social Selling https://youtu.be/eFyOEG636VQ via @YouTube
In this video Steve describes out how got through to him (he was a CEO at the time) and how he and his team uses social selling to get high in large accounts.
Worth a watch.
How we approach the executive interview is also different. The basic techniques taught in needs–satisfaction sales training (SPIN Selling, Strategic Selling, PSSIII, etc.) that served your sellers so well in the past when dealing at low and mid-levels will now work against you when selling to executives. Senior managers expect you to already know their business. They don’t want to waste time educating you by responding to questions that might have been very powerful when dealing with those on a lower level (“What are your critical issues?”, “What keeps you up at night?”, and so forth). To display your credibility, you must start by demonstrating your knowledge and quickly bring something of value to the conversation first—that’s why doing your homework is so important.