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Social Sales

Social Sales | 8 Steps to Removing Your Blinders

Social Sales | 8 Steps to Removing Your Blinders

I have no idea if this show is even on the air anymore in any kind of format but, if it isn’t, for those of you who are old enough to remember … doesn’t “Let’s Make A Deal” remind you a lot about selling and I am not talking about the game show title? Each contestant was forced to choose between what was behind door #1 or door #2 or door #3 and the kicker was … you had no idea of what was behind any of these doors. One might have a luxury European Vacation and the other might …

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Social Sales | Identifying the Decision Maker

With Social Sales it's easier to get to the "MAN".

Properly identifying the decision maker(s) may be the single most important aspect of the sales process. Certainly, this is no different in social sales. Specifically, we are looking for that person who has the … Money Authority Need Otherwise known as the “MAN”. If they don’t have the money, or they are not willing to part with it, you don’t have much of a prospect. If the person you are selling to does not have authority to make a decision about your services, and to authorize the expenditure, you have spent a whole lot of time selling to the wrong …

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Social Sales | Unlocking the Gatekeeper

Social Sales | Unlocking the Gatekeeper

One of the biggest challenges in sales is often just getting past the gatekeeper and some of them are very good at keeping you away from the decision maker. As a sales professional, you will never let anything get between you and your bone. Gatekeepers and cold calling are practically synonymous and, in our article last month, we already established that cold calling is no fun. Before we address this issue, we do want to keep certain things in mind … The gatekeeper is performing their task exactly as they have been instructed. Okay, sometimes they may be performing this …

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Social Sales | Taking the Chill Out Of Cold Calling

Social Sales | Taking the Chill Out Of Cold Calling

True cold calling in B2B selling is probably fairly close to being a lost art. If not, it should be. I’m talking about finding a street and then knocking on every office door one-by-one without the slightest idea of what might lie behind that wooden, metal, or glass barrier. The same can be said of “smiling and dialing”. Why is this traditional part of selling dying out? Probably because most of us who were trained this way are already dead or dying ourselves. The rest of us always hated cold calling so badly that we wished we were dead rather …

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10 Things You Hate About Selling That You’re Gonna’ Love About Social!

10 Things You Hate About Selling That You’re Gonna’ Love About Social!

Neal has assigned me a new topic for my monthly article. No longer will I be discussing “Social Media for B2B Sales”. Now it’s just … “Social Sales”. Rolls trippingly off the tongue and I always hated the term “social media” anyway. It’s not really that much different from before but, it is much easier to say! As someone who has spent his entire professional career in B2B sales (since 1977), there have always been things that I love about the business (money, independence, competition) and things that I don’t (cold calling, not knowing enough about my customer, doors slammed …

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Social Selling: Using Social Media to Understand How and Why People Buy

Social Selling: Using Social Media to Understand How and Why People Buy

Very early on in my selling career I was taught what people buy (benefits) and when people buy (when an emotional decision is made). What nobody told me was … How do individual people buy? What process do they go through? Why do they buy in the first place? Yes, the fact that the product or service meets their needs is a given. Any good salesperson can determine that need. However, are there more deep-seated motivations that they are attempting to satisfy with this investment? Many people in sales have been exposed to behaviors studies in one form or another. …

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