If used well, LinkedIn is an exceptional tool for your sales network:
Posted: Sat Dec 07, 2024 5:46 am
These are equally ineffective and wrong behaviors. If the salesperson is justified in saying that his market responds poorly, often the problem lies in his approach / message.
Stop for a moment and study his process, the “how”: understand together with him how to improve it and test that it is actually like that.
“Business is done face to face”
And we close with the last bastion, the Bastille of alibis.
Be ready to fire back because they will fire objections at you like:
I've made my best deals at the mexico whatsapp table / in front of a glass of wine;
the customer must look you in the face to trust you;
on LinkedIn I don't know the client, I risk burning the contact if I write something wrong.
Throw him off balance: “Look, LinkedIn isn’t for you to go and make fewer visits or meet fewer prospects or drink fewer glasses of wine. In fact, I want you to use LinkedIn to make more phone calls, more visits and more offers!”
“LinkedIn doesn’t sell for you: selling is YOUR job.”
LinkedIn is a powerful tool that allows you to:
increase useful contacts > richer pipeline = more turnover;
better qualify contacts > increase the conversion rate on visits / offers;
anticipate trust > when you meet the prospect he already trusts you, you can start from a higher step and convert more.
As long as you use it this way, LinkedIn will make you a more productive and successful salesperson.
Good “social” salespeople are not those who spend their day on LinkedIn but those who spend quality time there and have a precise strategy to get the prospect off the social network and meet them on the phone or in person.
In summary
LinkedIn helps good salespeople increase visits and in-person contact with potential customers.
If there is one like this in your team, ask yourself how to reproduce his model on the rest of the team. If there is one like this in your team, ask yourself how to reproduce his model on the rest of the team. If there isn't one, take action to create one. Remember: in addition to missed opportunities, a sales team that doesn't move or moves badly creates damage to the company's image.
That said, if you are now convinced that Linkedin is an exceptional tool for your business, you can learn all the secrets by taking the course:
Stop for a moment and study his process, the “how”: understand together with him how to improve it and test that it is actually like that.
“Business is done face to face”
And we close with the last bastion, the Bastille of alibis.
Be ready to fire back because they will fire objections at you like:
I've made my best deals at the mexico whatsapp table / in front of a glass of wine;
the customer must look you in the face to trust you;
on LinkedIn I don't know the client, I risk burning the contact if I write something wrong.
Throw him off balance: “Look, LinkedIn isn’t for you to go and make fewer visits or meet fewer prospects or drink fewer glasses of wine. In fact, I want you to use LinkedIn to make more phone calls, more visits and more offers!”
“LinkedIn doesn’t sell for you: selling is YOUR job.”
LinkedIn is a powerful tool that allows you to:
increase useful contacts > richer pipeline = more turnover;
better qualify contacts > increase the conversion rate on visits / offers;
anticipate trust > when you meet the prospect he already trusts you, you can start from a higher step and convert more.
As long as you use it this way, LinkedIn will make you a more productive and successful salesperson.
Good “social” salespeople are not those who spend their day on LinkedIn but those who spend quality time there and have a precise strategy to get the prospect off the social network and meet them on the phone or in person.
In summary
LinkedIn helps good salespeople increase visits and in-person contact with potential customers.
If there is one like this in your team, ask yourself how to reproduce his model on the rest of the team. If there is one like this in your team, ask yourself how to reproduce his model on the rest of the team. If there isn't one, take action to create one. Remember: in addition to missed opportunities, a sales team that doesn't move or moves badly creates damage to the company's image.
That said, if you are now convinced that Linkedin is an exceptional tool for your business, you can learn all the secrets by taking the course: