How we have changed…


 Me: Honey, we need a new vacuum machine.

My wife: I know, it got broken yesterday. Would you take care of it? I am quite busy at work.

Me: Sure! I’ll make sure we have a new one by next week. -- Alright! Let’s see what our Mr. Google has to say about vacuum machines: best vacuum machines 2017. Wow! Too many results. Let’s have a look at what Social Media has to say about it. That’s interesting, I’ll ask this person that post something in the reviews what’s been his experience so far. It sounds a good option. (Some interaction through Social Media: Facebook, LinkedIn, Twitter…). Well I think I feel I got enough information about the options for a great deal in vacuum machines. Let’s have a look at what I can find in Amazon regarding this model.

Me: Honey, I think found a good offer in amazon for our vacuum machine.

My wife: really? Wow! That was fast! Are you sure about it?

Me: Yes! I saw different reviews on Social Media, I’ve been even chatting with a guy who bought the same model and he’s absolutely convinced!

…. A couple of days later, we’ve got a new vacuum machine and ready to use.

Familiar situation? I’d bet yes! How incredibly the buyer’s journey has changed. This is a fact and we all experience it almost every day. The Digital Era has brought so many advances that make our lives easier and give us some spare time to attend other issues.

Whether it is a vacuum machine, a car, a phone or any other product or service, it doesn’t matter. Sales professionals are facing what it is a reality: Sales has evolved!


Digital transformation has brought the possibility to gather information about any product or services by just simply using your cell phone and typing some #keywords or checking some Social Media platforms to listen to other’s experiences. That makes the task of Sales Reps the hell of the difficult to reach out goals. The amount of information that’s available on the internet shapes buyers’ minds, which makes harder for the Sales Reps to bring them to their territory and convince them.

What could they do to overcome this challenge?

Professionals need to evolve as well. How? Become a Social Seller! I am sure you’ve heard at some point something about Social Selling. However, the fact that many people talk about something new can create some confusion about what this concept really means. Thus, let’s agree on one common definition that helps us to understand how Social Selling can help you to evolve as a professional:


Social Selling is leveraging Social Media to bring your professional goals closer by creating trusted and sustainable relationships.

On one hand, the idea of being constantly online, it opens the possibility to discover people’s need, what challenges the industry is facing, to deliver ongoing communication, to be present in buyer’s researches…. Eventually to be the one who shapes prospects minds so that when it comes to a final decision, we did not only participate in delivering valuable information, but we are also informed about customer’s needs as well as they are informed about possible products or services.

On the other hand, being present in the online world, it enables the possibility to create connections, to build up relationships that we can leverage to come up with opportunities. Although we are talking about evolving, social skills are still the same as if this online world didn’t exist. The idea of Social Selling is canalizing your already social skills to the online world.

Remember something that works everywhere. If you want to build a relationship with a potential customer, the chances that you get trusted by this prospect are higher if you get introduced and recommended by a third person in common. The equation is very simple: If A wants to build a relationship with B, getting introduced by a third common party C increases the likelihood of A being trusted by B. This works everywhere.

I encourage you to leverage the millions of online professionals to create opportunities and become the industry expert, which will bring you to the next level of the game.

Now, what are you waiting to get onboarded in the Social Selling Journey to keep your audience virtually engaged?

Stay tuned!

Javier Dominguez

Worldwide Social Selling Coach.










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