sample social sales training workshop outline
Post on 13-Nov-2014
1.620 Views
Preview:
DESCRIPTION
TRANSCRIPT
Free Powerpoint Templates Page 1
Utilizing Social Intelligence to Eliminate Cold Calling and
Increase Existing Client Engagement
The Power of LinkedIn as a Social Selling Tool
Presented by: Valarie SparksSocial Sales Training Consultant
Free Powerpoint Templates Page 2
SOCIAL SELLING TRENDS
Free Powerpoint Templates Page 3
Outline
• MNR of LinkedIn
• Optimize Profiles
• Virtual Networking
• Eliminate Cold Calling through Social Intelligence
Free Powerpoint Templates Page 4
MNR of Social Selling
• Marketing
• Networking
• Researching
Free Powerpoint Templates Page 5
FACEBOOK VS LINKEDIN VS TWITTER
Free Powerpoint Templates Page 6
Profile
Why do you and your company matter?
Free Powerpoint Templates Page 7
All about the “Network”
Free Powerpoint Templates Page 8
Whose on First?
Free Powerpoint Templates Page 9
GROUP EXERCISE #1
• Request to connect with 10 – 15 people in the room
• When you get to the options to connect screen – Stop
Free Powerpoint Templates Page 10
Pet Peeves
Free Powerpoint Templates Page 11
GROUP EXERCISE #2
• Request to connect with up to 10 Business Cards or Professional Contacts
• Personalized message: Social, Normal, Memorable
Free Powerpoint Templates Page 12
GROUP EXERCISE #3
• Request to connect with up to 10 competitors in which you have an existing relationship
Free Powerpoint Templates Page 13
Accepting Requests to Connect
• Pull up request to connect (if haven’t received one, have me send you one)
Free Powerpoint Templates Page 14
Accepting Stranger Requests
Free Powerpoint Templates Page 15
Networking via Groups
• Live Example of starting a Group Discussion
Free Powerpoint Templates Page 16
CONTINUAL CLIENT ENGAGEMENT
• Live Example of staying top of mind to existing clients through posting updates on LinkedIn
Free Powerpoint Templates Page 17
GROUP EXERCISE # 5
• Be Social with your 1st connections• Like/Share/Comment on one of their
updates from your Home Page Updates
Free Powerpoint Templates Page 18
GROUP EXERCISE # 6
• Recommendations• Recommend a 1st connection (preferably a
client)
Free Powerpoint Templates Page 19
Prospecting Obstacles
Free Powerpoint Templates Page 20
SOCIAL INTELLIGENCE
• First Name/Last Name/Title• Who else in my network knows this
prospect?• Live Example
Free Powerpoint Templates Page 21
PLSSPre LinkedIn Social Selling Speak
Free Powerpoint Templates Page 22
PROSPECTING VIA LINKEDIN
• Company Name• Geographical territory• Vertical Market
Free Powerpoint Templates Page 23
GROUP EXERCISE
• From your new target account list, pull up a target company and attempt to find name of planner
Free Powerpoint Templates Page 24
RECAP
• Importance of growing your “Network”
• Gathering social intelligence before starting the sales process
• Once rapport/value has been established using LinkedIn virtual networking as a tool to continue the sales process
• Never send a request to connect unless a mutual relationship of value has been established
Free Powerpoint Templates Page 25
RECAP
• Eliminating cold calling – PLSS (Pre LinkedIn Sales Speak)
• Make initial sales calls and planning for a sales trip more enjoyable
• Stand out among the competition as being the brand to utilize LinkedIn as a tool to engage and provide value, not as a tool to spam or promote
• How do you measure your success?
top related