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Death of the Sales person as we know him?
Véronique De Prycker✔Strategic Advisor ✔Social Selling ✔Leadership Expert ✔Passionate Connector ✔Salsa
84% of B2B buyers are now starting the purchasing process with a referral, and peer recommendations are influencing more than 90% of all B2B buying decisions.
Death of the sales person as we know him?
8/11/2016
The world is changing…• 70s – 80s: Pre-Internet
ü People would go to a sales person, who had all the info ü Flyers, billboards, advertising, TV, radio, magazines…
• 90s – 00s: Internet ü Internet becomes more popular and changes people’s behaviourü People search for the info and find it on websites
• 00s – now: Social Media & Smartphonesü Social Media appears and changes people’s behaviour againü People not only search for info, also share and collaborate
experiences & talk to people in your networkü With smartphones, everyone is always onlineü Everyone is a brand ambassador, not just HR or sales!
fast!
Source : Financial Times sSptember 2016
#SocialSelling?
- Offline networking+ Online networking+ Referrals
# Social SellingSelling
Is all about being SOCIAL !
The SELLING will follow automatically
social media is all aboutstarting conversationsand building (long-term)relationships
9 TIPS where most
companies and its people make
MISTAKES
HiDE&
Seek
1.
Source : “Steven van Belleghem”When Digital Becomes Human”
Personal Contact(OFFLINE)
Digitalization(ONLINE)
BeinG generic
& mediocre
2.
Do you deliver the BEST product or service in your category?
Are your offers personalized?
Do you have a ‘customer delight’ policy?
You actually only need to be 1% better than your toughest competitor
No Social Media
3.
Distractions wisely used can be meaningful
Gathering news and information
Networking and Communication
BRANDING !
Sit &
Lay Back
4.
Follow-up on Offers!
Follow-up on prospects!
Are your salespeople visiting the right prospects?
Are your salespeople eager enough?
No Face, No
Identity
5.
COCOONING
6.
What are your competitors doing?
What’s the new thing that is happening in your industry?
What happens outside your industry?
Are you following what is happening in THE WORLD?
No FUNNEL
7.
FREE Product or Service?
Easy- YES-Products/Services
TOP-Products/Services
Special Products/Services
Talk, talk, talk
8.
Dave KERPEN – CEO Likeable Local
“Listening is the most IMPORTANT and most UNDERRATED skill in business and in life.Remember that people care more about themselves than they care about you.People want to talk about themselves. Listening and letting people talk is key in winning them over in life, in business and in all human relationships.”
Larry KING–“Larry King Show”Interviewd 60.000 people
“If today I was interviewing a balerina, and tomorrow a former President, then today my FOCUS was COMPLETELY on the balerina. And tomorrow it would be completely on the former President.”
Interview : “Brain-‐A-‐Thon Jan 7th 2017
No TRUST
9.
TRUST is central to ALL relationships,
in business and in your personal life.
Richard BRANSON – Virgin Group
Bob BURG– USA Nr 1 Networking Expert
All things being equal, people will do business with – and
refer business to- people they KNOW, LIKE and TRUST
9 mistakes
Hide & SeekBeing generic & mediocre
No Social MediaSit & Lay Back
No Face, No IdentityCocooningNo Funnel
Talk, talk, talkNo Trust
VÉRONIQUE DE PRYCKER
✔Success Strategies
✔ Social Selling/ Social Recruitment Expert
✔Leadership Expert
✔Networking
✔Lifehacking
@VeroDePrycker
TheHouseOfLeadership
in/veroniquedeprycker
veronique@thehouseofleadership.com+32 472 604 180
TheHouseOfLeadership
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