10 Simple Social Selling

RULES

John GoldenChief Strategy Officer, Pipeliner CRM

Author of “Social Upheaval: How to Win @ Social Selling”

1. SPRAY & PRAY WON'T WIN THE DAY - BE DISCIPLINED, VALUE-CREATING & TARGETED.

"IF YOU ARE EVERYWHERE, YOU ARE NOWHERE" -

RUMI

2. IF YOU CAN'T SELL OFFLINE YOU CAN'T

SELL ONLINE - SELLING SKILLS

MATTER

- SOCIAL PLATFORMS WON'T SELL FOR YOU.

3. LISTENING SKILLS ARE JUST AS IMPORTANT

ONLINE -RESIST THE TEMPTATION TO BE ALWAYS POSTING (TALKING) &

TAKE SOME TIME TO READ (LISTEN)-

YOU MIGHT BE SURPRISED WHAT YOU WILL LEARN

ABOUT YOUR BUYER.

4. SHARE GENEROUSLY & THOUGHTFULLY

AND YOU WILL BE REWARDED -

IF YOU HAVE INSIGHTS OF VALUE TO SHARE,

SHARE THEM WITHOUT THE EXPECTATION OF GETTING ANYTHING

IMMEDIATE IN RETURN.

5. THE FUTURE IS

UNWRITTEN -DON'T LET TRADITIONAL

PARADIGMS OR ROLE DEMARCATION HOLD YOU

BACK

- YOU CAN HAVE A ROLE IN SHAPING WHAT SOCIAL

SELLING BECOMES.

6. REMEMBER YOU ARE STILL

SELLING TO PEOPLE -

THE ENVIRONMENT MAY BE VIRTUAL BUT THE PEOPLE ARE REAL.

TREAT PEOPLE ONLINE AS YOU WOULD FACE-TO-

FACE.

7. YOUR ONLINE PERSONAL

BRAND MATTERS -

BUYERS DON'T JUST RESEARCH YOUR COMPANY, THEY RESEARCH YOU TOO

- MAKE SURE THEY FIND INFORMATION THAT CREDENTIALS YOU.

8. BUSINESS ACUMEN

MATTERS -YOU CAN'T CREATE, CURATE

OR CONTEXTUALIZE ANY CONTENT OF VALUE

UNLESS YOU UNDERSTAND THE BUSINESS OF BUSINESS

AND THE BUSINESS OF YOUR BUYER.

9. IT'S NOT JUST ABOUT

SALES - THE WHOLE ORGANIZATION

NEEDS TO EVOLVE TO SUPPORT SOCIAL SELLING

- YOU CAN'T ALIGN WITH THE BUYER IF YOU HAVE NOT FIRST ALIGNED INTERNALLY.

10. IT IS STILL ABOUT

GETTING THE SALE -

DON'T GET TOO CAUGHT UP IN THE MEDIUM - SOCIAL

ENGAGEMENT IS STILL A MEANS TO AN END.

USE IT TO UNDERSTAND AND ENGAGE WITH BUYERS IN A VALUE

CREATING WAY BUT ALWAYS REMEMBER YOU ARE THERE TO SELL!!

WWW.PIPELINERSALES.COM

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