Social selling has revolutionized the sales world. It is no secret that the use of social media to engage with buyers and close deals has opened a new world of opportunities for salespeople. However, navigating these changes and utilizing social selling to its maximum potential can be a struggle. John Golden interviews Julio Viskovich.
This expert sales interview explores social selling, discussing topics such as:
- How salespeople can adapt to the digital age
- The role changes that have come about as a result of the digital era
- Exploring social selling using a golfing metaphors
- Initial steps you can take to enter the social selling world
Adapting to the Digital Age
Adjusting to the digital age is about matching what has happened with the buyers. No one can look at the digital age and the shape that it’s in today and say there haven’t been drastic changes. Everyone is engaging on a social network. Whether it’s for business or social engagement, we are all using social media. So the question as salespeople becomes, how do we bring the right tools and strategies to give that modern buyer what we need.
“Our role is changing every day,” said Viskovich. “The more information that is available online takes away from our traditional method of selling.” Salespeople serve less as providers of information, and more providers of insight. They serve to illustrate the problems that an organization has, and explain how a product or service can help solve that problem.
Social Selling and Golfing
Part of the issue surrounding social selling is that many salespeople have jumped on the bandwagon and considered it a miracle tool. This can be dangerous because there is a tendency to get so caught up in it that salespeople lose sight of actually selling. Viskovich gives the example of going golfing. When you go golfing, you need a variety of different clubs, and you use all of them to have a good golf game. Social selling is one club that you should throw in your golf bag, but it shouldn’t be the only tool that you use. “We have to realize that it’s just one of the tools in our bag, and not to get too carried away with using it,” said Viskovich. “I really do see it as a compliment to the other tools we have.”
Baby Steps to Evolve in the Digital World
If you are new to social selling and exploring the digital world, two crucial steps can help you break in. The first is to make sure that you have an online presence in the right spots. Understand where your buyers are, and go there on a daily basis. Explore some of the professionals or influencers in your field that are currently doing well, and understand what they look like. You can then build your profile around that. It’s important to have your profiles expand beyond just your CV or a brief description of your business or service. Instead, create something that peaks potential buyers interest.
For more information on social selling, watch the expert sales interview!
About Our Host
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.
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