Have you ever heard the phrase "detach from the outcome"? It’s a tenet
of Eastern religions. For many years it was a concept that I found totally
unfathomable. After all, sales itself is about outcomes. Our income is at
risk. We need to get the business.
But over the years, I’ve learned the wisdom of that message. In fact,
the more I wanted to close a sale (or should I say – needed to close a
sale) the less likely I was to get it.
Why? Because my focus was on me, not my prospect. And, whenever you need
something that much, you push too hard for it. You short-circuit the process
and go for the close before the time is right and your prospect is ready.
Since publishing my two free ebooks Cracking the LinkedIn Sales Code and
LinkedIn Sales Secrets Revealed, I get asked tons of question about how to
use LinkedIn best. One of the most contentious issues relates to the use of
Numerous people have written to tell me it's a total waste of time -- that
they never get responses from it. Yet, our 2013 survey results showed that
top sellers used it nearly 4 times more than all other respondents.
And, InsideSales.com reports a 700% increase in response rates when they use
InMail - over sending the exact same message via email. Ac... (more)
I wish all my prospects were just like me. It would be so much easier to sell
to them. But, that’s not the case. People are who they are and it’s our
job to get them comfortable working with us.
One very effective rapport building technique is to mirror your prospect's
behavior. It quickly puts them at ease with you.
The toughest person I ever had to deal with was Don Diggerman. He was a
wonderful man. Seriously. A real nice guy. But I dreaded talking to him.
Before calling I’d have to close my eyes, take a long breath and then
slowly exhale. I did this multiple times, to calm mys... (more)
If you've been involved in B2B sales for more than a few years, you've
probably noticed that things have changed. This pace of change shows no sign
of abating. Customers are more frazzled than ever.
Recently caught up with Nigel Edelshain, the fellow that coined the term
“Sales 2.0" and more recently, "Social Selling." I think his insights on
this topic are highly relevant to salespeople today, which is why I asked him
the questions below.
And, it's also why I suggest you check out his 2-day Social Selling Bootcamp
WHAT'S SOCIAL SELLING?
Jill: What is “Social Selling”... (more)