Chapter 6Start Building a Personal Brand
If people like you, they will listen to you, but if they trust you, they'll do business with you.
In a survey of 300 sales professionals conducted by Feedback Systems, Sales for Life, PeopleLinx, Sandler Training, Sales Readiness Group, and VorsightBP, 72 percent of sales professionals do not feel they have a proficient social selling process.1 If you feel this is you, it's because you've never been given a clear, prescriptive process to follow. My job is to provide that clarity and distill the noise into focus.
Don't be distracted by social media features, even if people have suggested that a particular one can apply to sales. I'm going to show you the routine that more than 60,000 sales professionals are leveraging each day to:
- Open new doors more quickly and frequently.
- Nurture their accounts to increase the velocity and probability that they win the deal.
- Become the voice for your industry, helping you create residual opportunities you haven't seen before.
To accomplish these goals, you will be learning a four-step system that will simplify your social selling strategy. The following four steps are to leverage every deal.
- Find a buyer, his or her buying committee, and his or her buying influences, ...
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